Prissättning av begagnade varor - En fallstudie om centralisering och decentralisering på den svenska bilmarknaden
(2012) FEKH95 20121Department of Business Administration
- Abstract
- Abstract
Title: Pricing of Used Goods – A Case Study of Decentralization and Centralization in the Swedish Car Dealer Business.
Seminar date: June 1, 2012
Course: FEKH95, Degree Project Undergraduate level, Business Administration,
15 University Credits Points (UCP) or ECTS-cr)
Authors: Henric Klasson, Paulina Lindskoug, Johan Svensson
Advisor: Lars Carlman
Key words: decentralization, centralization, pricing, cars, information asymmetry
Purpose: The purpose of this thesis is to examine how the apprehension of pricing varies between the perspective of the management and the sales force. The thesis will also investigate to what degree a development to a more centralized pricing within the car dealer business affects... (More) - Abstract
Title: Pricing of Used Goods – A Case Study of Decentralization and Centralization in the Swedish Car Dealer Business.
Seminar date: June 1, 2012
Course: FEKH95, Degree Project Undergraduate level, Business Administration,
15 University Credits Points (UCP) or ECTS-cr)
Authors: Henric Klasson, Paulina Lindskoug, Johan Svensson
Advisor: Lars Carlman
Key words: decentralization, centralization, pricing, cars, information asymmetry
Purpose: The purpose of this thesis is to examine how the apprehension of pricing varies between the perspective of the management and the sales force. The thesis will also investigate to what degree a development to a more centralized pricing within the car dealer business affects the salesman’s relationship with the customers.
Methodology: Qualitative method, cross-case synthesis and pattern matching.
Theoretical perspectives: The theoretical perspectives of the thesis contain theories treating pricing strategies, personal selling, sales management, centralization and decentralization.
Empirical foundation: We have performed a total of eight quality based interviews, with six sales representatives and two sales managers from an average sized and a small company in the Swedish car dealer business.
Conclusions: The conclusions of this thesis is that an increase in competition and the degree of information asymmetry between the manager and the salesman, contributes to an increase in need of controlling prices at a central level. This leads to a change in the relationship between the salesman and the customer. (Less)
Please use this url to cite or link to this publication:
http://lup.lub.lu.se/student-papers/record/2856004
- author
- Lindskoug, Paulina LU ; Klasson, Henric and Svensson, Johan
- supervisor
- organization
- course
- FEKH95 20121
- year
- 2012
- type
- M2 - Bachelor Degree
- subject
- keywords
- decentralization, centralization, pricing, cars, information asymmetry
- language
- Swedish
- id
- 2856004
- date added to LUP
- 2012-07-02 10:43:57
- date last changed
- 2012-07-02 10:43:57
@misc{2856004,
abstract = {{Abstract
Title: Pricing of Used Goods – A Case Study of Decentralization and Centralization in the Swedish Car Dealer Business.
Seminar date: June 1, 2012
Course: FEKH95, Degree Project Undergraduate level, Business Administration,
15 University Credits Points (UCP) or ECTS-cr)
Authors: Henric Klasson, Paulina Lindskoug, Johan Svensson
Advisor: Lars Carlman
Key words: decentralization, centralization, pricing, cars, information asymmetry
Purpose: The purpose of this thesis is to examine how the apprehension of pricing varies between the perspective of the management and the sales force. The thesis will also investigate to what degree a development to a more centralized pricing within the car dealer business affects the salesman’s relationship with the customers.
Methodology: Qualitative method, cross-case synthesis and pattern matching.
Theoretical perspectives: The theoretical perspectives of the thesis contain theories treating pricing strategies, personal selling, sales management, centralization and decentralization.
Empirical foundation: We have performed a total of eight quality based interviews, with six sales representatives and two sales managers from an average sized and a small company in the Swedish car dealer business.
Conclusions: The conclusions of this thesis is that an increase in competition and the degree of information asymmetry between the manager and the salesman, contributes to an increase in need of controlling prices at a central level. This leads to a change in the relationship between the salesman and the customer.}},
author = {{Lindskoug, Paulina and Klasson, Henric and Svensson, Johan}},
language = {{swe}},
note = {{Student Paper}},
title = {{Prissättning av begagnade varor - En fallstudie om centralisering och decentralisering på den svenska bilmarknaden}},
year = {{2012}},
}