Sälj- och köpprocessen av IT-relaterade tjänster

Nedanstående innehåll är skapat av Mimers Brunns besökare. Kommentera arbete

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 achiev...