liu.seSök publikationer i DiVA
Ändra sökning
RefereraExporteraLänk till posten
Permanent länk

Direktlänk
Referera
Referensformat
  • apa
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • oxford
  • Annat format
Fler format
Språk
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Annat språk
Fler språk
Utmatningsformat
  • html
  • text
  • asciidoc
  • rtf
Sälj- och köpprocessen av IT-relaterade tjänster
Linköpings universitet, Ekonomiska institutionen.
Linköpings universitet, Ekonomiska institutionen.
2000 (Svenska)Självständigt arbete på avancerad nivå (magisterexamen), 10 poäng / 15 hpStudentuppsatsAlternativ titel
The Sales- and Purchase Process of IT-related services (Engelska)
Abstract [en]

Background: Companies and organizations of today spend large amounts of money on IT-based business solutions. Such business solutions normally include business- consulting and software-creation (IT-related services). Due to the rapid development of the technology within this field of business the IT-customers find it difficult to select among potential suppliers on objective grounds.

Purpose: To increase the understanding for the professionl approach of the people involved in the sales- and purchase process of IT-related services in a business-to-business context. The study is taking the buyers'as well as the sellers'perspective into account when analyzing the process. Method: The empirical findings were collected from eight companies in Linköping and Stockholm. The method used was a qualitative interview survey.

Delimitation: The study treats business-to-business relationships. The study focuses on IT-services aimed at business development. The study do not include the influence of purely technical apects of IT-related services.

Conclusions: It appears to exist a"knowledge gap"between the IT-suppliers and the IT-customers concerning how to make use of the opportunities stemming from the newest IT-applications. The customers find it difficult to select among potential IT-suppliers on objective grounds. Trust in the supplier becomes very important. Trust can be achieved by means of personal contacts, the ability to speak the same language, reference projects and general knowledge about the customer's field of business.

Ort, förlag, år, upplaga, sidor
Ekonomiska institutionen , 2000. , s. 77
Serie
Magisteruppsats från Internationella ekonomprogrammet ; 2000:13
Nyckelord [en]
Business and economics, IT, IT-related services, relationship marketing, industrial marketing, buying center, sales process, purchase process
Nyckelord [sv]
Ekonomi
Nationell ämneskategori
Ekonomi och näringsliv
Identifikatorer
URN: urn:nbn:se:liu:diva-558OAI: oai:DiVA.org:liu-558DiVA, id: diva2:21389
Ämne / kurs
Magisteruppsats från Internationella ekonomprogrammet (D-uppsats)
Uppsök
samhälle/juridik
Handledare
Tillgänglig från: 2000-03-19 Skapad: 2000-03-19 Senast uppdaterad: 2011-06-27Bibliografiskt granskad

Open Access i DiVA

fulltext(327 kB)630 nedladdningar
Filinformation
Filnamn FULLTEXT01.pdfFilstorlek 327 kBChecksumma SHA-1
7fa36a8164f0dbbf1406fb14df5febb846c1268ae45914a41d04ca4687ec1dbe2fceeb40
Typ fulltextMimetyp application/pdf

Av organisationen
Ekonomiska institutionen
Ekonomi och näringsliv

Sök vidare utanför DiVA

GoogleGoogle Scholar
Totalt: 630 nedladdningar
Antalet nedladdningar är summan av nedladdningar för alla fulltexter. Det kan inkludera t.ex tidigare versioner som nu inte längre är tillgängliga.

urn-nbn

Altmetricpoäng

urn-nbn
Totalt: 600 träffar
RefereraExporteraLänk till posten
Permanent länk

Direktlänk
Referera
Referensformat
  • apa
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • oxford
  • Annat format
Fler format
Språk
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Annat språk
Fler språk
Utmatningsformat
  • html
  • text
  • asciidoc
  • rtf