Inköpsbeteende av resefri teknik : En fallstudie hos svenska statliga myndigheter

The purpose of this thesis was to study the buying behavior of services in the travel free technology at Swedish authorities, so that the seller can understand how they should taylor their market and selling strategy. The purpose was also to compare if the theory of the buying behavior is consistent with the buying behavior in practice. To understand the buying behavior this study was divided to examine the buying process, the buying decision group and which decision factors that is important. The study was done at three Swedish authorities. The study showed that the buying behavior at the authorities do not completely follow the Buy-grid theory, because the authorities does not always follow every stage when it concerns a new purchase, they for example do not evaluate suppliers, because they have to follow the public procurement act. This study also showed that the authorities contact the suppliers early in the process which Van der Valk & Rozemeijer suggested when organizations buy services. Even though the authorities buying process is highly formalized, there are only few members, hierarchy levels and departments included in the buying decision. The study showed that among the most important criteria in the choice of supplier was price and quality. The price criteria follow what was mentioned in the theory, where it says that authorities must select the lowest price or the most economical solution. Räsänen et al (2010) mentioned that the most important factors when organizations decide to replace travels with travel free meetings are cost savings and time savings, the environmental aspects was on the other hand given low priority. This study follows the theory, except of one authority who value environmental aspect directly after cost savings.Validerat; 20110902 (anonymous