The Production Management Chair at the Institute of Technology Management (ITEM-HSG), headed by Prof. Dr. Thomas Friedli, is looking for a Master's thesis student with immediate effect.
Master Thesis Student (m/f/d)
Commercial Excellence in the Aftermarket Business of Industrial Companies
Introduction to the research area
The Institute for Technology Management conducts international research projects in close cooperation with leading industrial companies. As part of your thesis, you will support our Competence Center Services by conducting research on industrial companies in the field of service excellence.
Introduction to the thesis topic
The aftermarket has become a critical source of revenue and profitability for industrial companies. Managing service, spare parts and value-added solutions effectively, beyond the initial sale of machinery or equipment, is key to retaining customers, generating recurring revenue and achieving long-term business growth. However, achieving commercial excellence in the aftermarket is challenging, as this requires balancing operational efficiency with customer-centric service delivery and coordinating efforts across sales, marketing and service functions.
We are looking for ambitious Master's students who are willing to conduct research in the field of commercial excellence in the aftermarket business. Potential topics include, but are not limited to:
Solution and value selling
Pricing and margin management
Customer segmentation and account management
Sales KPIs and performance
Offer and contract structuring
Sales enablement and training
We offer:
Investigation of a core research topic with practical relevance
Structured guidance and support throughout the research
Access to relevant industry partners and data
Interaction with senior management and stakeholders
What we expect from you:
Student in economics, management, (business) psychology, (industrial) engineering, computer science or a similar field
Interest in issues related to production management, the service sector and/or sales
A result-oriented and structured work ethic, with an interest in new topics
Ideally, you will have initial experience in a business environment through internships or part-time jobs
Are you interested?
Please reach out to us via email.
Research Associate