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Prissättning av begagnade varor - En fallstudie om centralisering och decentralisering på den svenska bilmarknaden

Lindskoug, Paulina LU ; Klasson, Henric and Svensson, Johan (2012) FEKH95 20121
Department 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:
author
Lindskoug, Paulina LU ; Klasson, Henric and Svensson, Johan
supervisor
organization
course
FEKH95 20121
year
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},
  keyword      = {decentralization,centralization,pricing,cars,information asymmetry},
  language     = {swe},
  note         = {Student Paper},
  title        = {Prissättning av begagnade varor - En fallstudie om centralisering och decentralisering på den svenska bilmarknaden},
  year         = {2012},
}