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Could Schelhaas AB enter the Swedish market? - a study in organizational software buying behaviour
2004 (English)Independent thesis Advanced level (degree of Master (One Year))Student thesis
Abstract [en]

Schelhaas AB is a Dutch software company, which hopes to establish on the Swedish market. This master thesis is written by two business administration students at the University of Karlstad in cooperation with the company. The purpose with this thesis is to increase our knowledge about the conditions in the business environment for standard software systems in a business to business situation. And to that examine if there is demand for Schelhaas AB’s products and a possibility for them to enter the Swedish market. We would also like to investigate if the existing theories and models correspond to our experienced reality. To be able to analyse our chosen problem area, we have used existing theories, models and research as a starting point. In our theoretical framework we describe the four most important and well established general models explaining organisational buying behaviour. But we also give an account of a more specific model for standard software buying behaviour and the areas that we consider the models to be insufficient in. Through a qualitative methodological line of work we have been able to fulfil our purpose. Our six interviews were chosen through a strategic selection and the respondents had different positions and areas of responsibility in the six organisations. In our empirics we summarised the results from our interviews and then used the obtained information to analyse the situation with assistance from our described theories. Our conclusions are divided into three categories; practical, theoretical and methodological. Firstly, our methodological choices were the only ones possible to perform a valid survey within our given timeframe. Secondly, the organisational buying behaviour described by the general and specific models is not complete without using both of them. They supplement each other in a way necessary to get a complete and real picture of the situation on the market. Finally, Schelhaas AB, despite their origin and negligible size, has the opportunity to make a success on the Swedish market if they focus on medium and small sized companies.

Place, publisher, year, edition, pages
2004. , p. 56
Identifiers
URN: urn:nbn:se:kau:diva-52184Local ID: FEK D-55OAI: oai:DiVA.org:kau-52184DiVA, id: diva2:1100684
Subject / course
Business Administration
Available from: 2017-05-29 Created: 2017-05-29

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CiteExportLink to record
Permanent link

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Cite
Citation style
  • apa
  • harvard1
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf