Publicação
Developing a market research analysis to test Portuguese B2b customer receptivity to an energy integrated offer
| Resumo: | The primary goal of this project is to increase differentiation to boost Galp’s customer retention and cross-selling, as well as to expand the number of multi-product customers, by developing an integrated offer for small and medium enterprises of the Portuguese B2B market. Originating from Galp’s B2B client study, three segments (Small Buyers Involved, Trust Seekers and Big Buyers Trend Seekers) and three sectors (Industry, Hospitality and Transportation) were selected as the most receptive ones to an integrated offer. In order to design an offer tailored for those sectors, and targeted at specific client needs, the team performed three-phased qualitative interviews and quantitative surveys to several companies of the Industry, Hospitality and Transportation sectors. The research conducted led to a final set of recommendations regarding bundling, operationalisation, and communication of the proposal. Because in the changing Portuguese B2B energy market, Galp distinguishes it self for its brand reputation and diversified multiproduct offerings, the company has the most complete offerings within Portugal without depending on partnerships. Hence, by leveraging this competitive advantage, the creation of an integrated offering would enable Galp to retain and attract new clients. Based on our findings, an integrated offer proposal was designed, alongside a communication. |
|---|---|
| Autores principais: | Lomba, Mafalda Dias |
| Assunto: | Strategy Consulting Sustainability Energy Bundle Business-to-business Cross-selling Integrated offer Personalisation Customer-centricity |
| Ano: | 2022 |
| País: | Portugal |
| Tipo de documento: | dissertação de mestrado |
| Tipo de acesso: | acesso aberto |
| Instituição associada: | Universidade Nova de Lisboa |
| Idioma: | inglês |
| Origem: | Repositório Institucional da UNL |
| _version_ | 1865920625993842688 |
|---|---|
| author | Lomba, Mafalda Dias |
| author_facet | Lomba, Mafalda Dias Lomba, Mafalda Dias |
| author_role | author |
| contributor_name_str_mv | Casquinho, Constança RUN |
| country_str | PT |
| creators_json_str | [{\"Person.name\":\"Lomba, Mafalda Dias\"}] |
| datacite.contributors.contributor.contributorName.fl_str_mv | Casquinho, Constança RUN |
| datacite.creators.creator.creatorName.fl_str_mv | Lomba, Mafalda Dias |
| datacite.date.Accepted.fl_str_mv | 2022-01-20T00:00:00Z |
| datacite.date.available.fl_str_mv | 2025-12-17T01:30:23Z |
| datacite.date.embargoed.fl_str_mv | 2025-12-17T01:30:23Z |
| datacite.rights.fl_str_mv | http://purl.org/coar/access_right/c_abf2 |
| datacite.subjects.subject.fl_str_mv | Strategy Consulting Sustainability Energy Bundle Business-to-business Cross-selling Integrated offer Personalisation Customer-centricity |
| datacite.titles.title.fl_str_mv | Developing a market research analysis to test Portuguese B2b customer receptivity to an energy integrated offer |
| dc.contributor.none.fl_str_mv | Casquinho, Constança RUN |
| dc.creator.none.fl_str_mv | Lomba, Mafalda Dias |
| dc.date.Accepted.fl_str_mv | 2022-01-20T00:00:00Z |
| dc.date.available.fl_str_mv | 2025-12-17T01:30:23Z |
| dc.date.embargoed.fl_str_mv | 2025-12-17T01:30:23Z |
| dc.format.none.fl_str_mv | application/pdf |
| dc.identifier.none.fl_str_mv | http://hdl.handle.net/10362/142611 |
| dc.language.none.fl_str_mv | eng |
| dc.rights.none.fl_str_mv | http://purl.org/coar/access_right/c_abf2 |
| dc.subject.none.fl_str_mv | Strategy Consulting Sustainability Energy Bundle Business-to-business Cross-selling Integrated offer Personalisation Customer-centricity |
| dc.title.fl_str_mv | Developing a market research analysis to test Portuguese B2b customer receptivity to an energy integrated offer |
| dc.type.none.fl_str_mv | http://purl.org/coar/resource_type/c_bdcc |
| description | The primary goal of this project is to increase differentiation to boost Galp’s customer retention and cross-selling, as well as to expand the number of multi-product customers, by developing an integrated offer for small and medium enterprises of the Portuguese B2B market. Originating from Galp’s B2B client study, three segments (Small Buyers Involved, Trust Seekers and Big Buyers Trend Seekers) and three sectors (Industry, Hospitality and Transportation) were selected as the most receptive ones to an integrated offer. In order to design an offer tailored for those sectors, and targeted at specific client needs, the team performed three-phased qualitative interviews and quantitative surveys to several companies of the Industry, Hospitality and Transportation sectors. The research conducted led to a final set of recommendations regarding bundling, operationalisation, and communication of the proposal. Because in the changing Portuguese B2B energy market, Galp distinguishes it self for its brand reputation and diversified multiproduct offerings, the company has the most complete offerings within Portugal without depending on partnerships. Hence, by leveraging this competitive advantage, the creation of an integrated offering would enable Galp to retain and attract new clients. Based on our findings, an integrated offer proposal was designed, alongside a communication. |
| dirty | 0 |
| eu_rights_str_mv | openAccess |
| format | masterThesis |
| fulltext.url.fl_str_mv | https://run.unl.pt/bitstreams/9b7f7460-2fe4-4c8b-b921-705be5f48ddb/download |
| funding.funder.alternateName_str_mv | FCT |
| funding.funder.identifier_str_mv | http://doi.org/10.13039/501100001871 |
| funding.funder.name_str_mv | Fundação para a Ciência e a Tecnologia |
| funding.name_str_mv | 6817 - DCRRNI ID |
| id | run_e2aa25d24d2fdfb5ba0dad935e7a623e |
| identifier.url.fl_str_mv | http://hdl.handle.net/10362/142611 |
| instacron_str | unl |
| institution | Universidade Nova de Lisboa |
| instname_str | Universidade Nova de Lisboa |
| language | eng |
| network_acronym_str | run |
| network_name_str | Repositório Institucional da UNL |
| oai_identifier_str | oai:run.unl.pt:10362/142611 |
| organization_str_mv | urn:organizationAcronym:unl |
| person_str_mv | Lomba, Mafalda Dias |
| publishDate | 2022 |
| reponame_str | Repositório Institucional da UNL |
| repository_id_str | urn:repositoryAcronym:run |
| service_str_mv | urn:repositoryAcronym:run |
| spelling | engpt_PTThe primary goal of this project is to increase differentiation to boost Galp’s customer retention and cross-selling, as well as to expand the number of multi-product customers, by developing an integrated offer for small and medium enterprises of the Portuguese B2B market. Originating from Galp’s B2B client study, three segments (Small Buyers Involved, Trust Seekers and Big Buyers Trend Seekers) and three sectors (Industry, Hospitality and Transportation) were selected as the most receptive ones to an integrated offer. In order to design an offer tailored for those sectors, and targeted at specific client needs, the team performed three-phased qualitative interviews and quantitative surveys to several companies of the Industry, Hospitality and Transportation sectors. The research conducted led to a final set of recommendations regarding bundling, operationalisation, and communication of the proposal. Because in the changing Portuguese B2B energy market, Galp distinguishes it self for its brand reputation and diversified multiproduct offerings, the company has the most complete offerings within Portugal without depending on partnerships. Hence, by leveraging this competitive advantage, the creation of an integrated offering would enable Galp to retain and attract new clients. Based on our findings, an integrated offer proposal was designed, alongside a communication.application/pdfpt_PTDeveloping a market research analysis to test Portuguese B2b customer receptivity to an energy integrated offerLomba, Mafalda DiasCasquinho, ConstançaHostingInstitutionOrganizationalRUNe-mailmailto:run@unl.ptrun@unl.ptURNurn:tid:2030402872025-12-17T01:30:23Z2022-01-202021-12-172022-01-20T00:00:00ZHandlehttp://hdl.handle.net/10362/142611http://purl.org/coar/access_right/c_abf2open accessStrategyConsultingSustainabilityEnergyBundleBusiness-to-businessCross-sellingIntegrated offerPersonalisationCustomer-centricity708773 bytesFundação para a Ciência e a TecnologiaNova School of Business and Economics6817 - DCRRNI IDCrossref Funder IDhttp://doi.org/10.13039/501100001871literaturehttp://purl.org/coar/resource_type/c_bdccmaster thesishttp://purl.org/coar/access_right/c_abf2application/pdffulltexthttps://run.unl.pt/bitstreams/9b7f7460-2fe4-4c8b-b921-705be5f48ddb/download |
| spellingShingle | Developing a market research analysis to test Portuguese B2b customer receptivity to an energy integrated offer Developing a market research analysis to test Portuguese B2b customer receptivity to an energy integrated offer Lomba, Mafalda Dias Strategy Consulting Sustainability Energy Bundle Business-to-business Cross-selling Integrated offer Personalisation Customer-centricity Lomba, Mafalda Dias Strategy Consulting Sustainability Energy Bundle Business-to-business Cross-selling Integrated offer Personalisation Customer-centricity |
| status | NEW |
| subject.fl_str_mv | Strategy Consulting Sustainability Energy Bundle Business-to-business Cross-selling Integrated offer Personalisation Customer-centricity |
| title | Developing a market research analysis to test Portuguese B2b customer receptivity to an energy integrated offer |
| title_full | Developing a market research analysis to test Portuguese B2b customer receptivity to an energy integrated offer |
| title_fullStr | Developing a market research analysis to test Portuguese B2b customer receptivity to an energy integrated offer Developing a market research analysis to test Portuguese B2b customer receptivity to an energy integrated offer |
| title_full_unstemmed | Developing a market research analysis to test Portuguese B2b customer receptivity to an energy integrated offer Developing a market research analysis to test Portuguese B2b customer receptivity to an energy integrated offer |
| title_short | Developing a market research analysis to test Portuguese B2b customer receptivity to an energy integrated offer |
| title_sort | Developing a market research analysis to test Portuguese B2b customer receptivity to an energy integrated offer |
| topic | Strategy Consulting Sustainability Energy Bundle Business-to-business Cross-selling Integrated offer Personalisation Customer-centricity |
| topic_facet | Strategy Consulting Sustainability Energy Bundle Business-to-business Cross-selling Integrated offer Personalisation Customer-centricity |
| url | http://hdl.handle.net/10362/142611 |
| visible | 1 |