liu.seSearch for publications in DiVA
Change search
ReferencesLink to record
Permanent link

Direct link
Internet: A sales channel in the airline industry
Linköping University, Department of Management and Economics.
Linköping University, Department of Management and Economics.
1999 (English)Independent thesis Advanced level (degree of Magister)Student thesisAlternative title
Internet : En säljkanal i Flygbolagsbranschen (Swedish)
Abstract [en]

The social change, with Internet as one of its innovations, is changing the way business is conducted. The main objective is to study and get a better understanding of the use of Internet as a new sales channel when there already exist a sales channel including middlemen. A description is made covering the decision situation and three areas that are affecting the decision - relationships to the middlemen, added value in the channels, and financials. European airlines as represented i Sweden and US airlines were interviewed. For explorative purposes interviews have been made with travel agents. No primary data is collected from the travel customers. Security issues and other barriers for Internet adoption are not studied. The conclusion of the study is that managers should focus on action more than"rational decison making". If the middlemen will be bypassed it is important to communicate with them. It is also necessary to have upper management's support. One of the driving forces for implementing Internet as a sales channel in the airline industry is to create customer ownership. Three generic formats for doing so is identified - learing relationship, verical facilitator, and meta intermediary.

Place, publisher, year, edition, pages
Ekonomiska institutionen , 1999. , 132 p.
Master Thesis in Business Administration (Magisteruppsats i Företagsekonomi), 99:40
Keyword [en]
Business and economics, Internet, network economics, middlemen, cannibalization, distribution channel, customer ownership, investment, added value.
Keyword [sv]
National Category
Economics and Business
URN: urn:nbn:se:liu:diva-511OAI: diva2:21028
Available from: 1999-10-12 Created: 1999-10-12

Open Access in DiVA

fulltext(885 kB)5647 downloads
File information
File name FULLTEXT01.pdfFile size 885 kBChecksum SHA-1
Type fulltextMimetype application/pdf

By organisation
Department of Management and Economics
Economics and Business

Search outside of DiVA

GoogleGoogle Scholar
Total: 5647 downloads
The number of downloads is the sum of all downloads of full texts. It may include eg previous versions that are now no longer available

Total: 1472 hits
ReferencesLink to record
Permanent link

Direct link