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Industriellt köpbeteende vid köp av modifikationer av kommersiella flygplan
2014 (Swedish)Independent thesis Advanced level (professional degree), 20 credits / 30 HE creditsStudent thesis
Abstract [en]

The research problem of this study was to examine and understand how the organizational buying behavior could be characterized when buying modifications to commercial aircrafts.Organizational buying behavior is a field of research that has received a lot of attentionbecause it can be used to increase customer satisfaction and improve value creatingactivities.Experts in the field agree that the aircraft market will increase and they estimate that between 27350 and 34000 new aircrafts will be sold in the next 20 years. When these aircrafts are produced the need to modify already existing aircrafts will increase. Older aircrafts can be modified to be more economic and efficient as well as increasing the passenger experience to be able to compete with newer aircraft. They can also be modified completely to carry out other tasks than transporting passengers, for example cargo aircrafts or surveillance aircrafts.A better understanding of organizational buying behavior when purchasing modifications for commercial aircrafts can be used to increase the understanding of how the market works and how the customer thinks. This can in turn create opportunities to increase customer satisfaction and sales for the companies that use this information.To be able to characterize the organizational buying behavior when buying modifications forcommercial aircrafts three research questions has been studied:How can the organizational buying process when buying modifications for commercialaircrafts be characterized?How can the buying center when buying modifications for commercial aircrafts becharacterized?How can the factors that influence the organizational buying process and the buying centerwhen buying modifications for commercial aircrafts be characterized?A frame of reference based on existing theoretical models has been created. This frame ofreference has then been used as a basis for the interviews with two aircraft operators that have previously bought modifications for their aircraft. The data collected in each of the twocases has then been compared to the frame of reference (within-case analysis) and betweenthe two cases (cross-case analysis).This study shows that the organizational buying behavior in many regards align with thetheory while in some aspects it does not. It has been shown that there are differences between theory and the cases depending on ownership as well as the many laws regarding aircrafts. This study also reveals that the influence from people at lower organizational levels is strong when the purchases are about modifications that affect performance and rule compliance. When the modifications are about customer experience and satisfaction theinfluence from people at higher levels in the organization are stronger.

Place, publisher, year, edition, pages
Keyword [en]
Social Behaviour Law
Keyword [sv]
Samhälls-, beteendevetenskap, juridik
URN: urn:nbn:se:ltu:diva-52758Local ID: 9dab03c3-34a1-4779-8674-dff9fdb7b3ecOAI: diva2:1026130
External cooperation
Subject / course
Student thesis, at least 30 credits
Educational program
Industrial and Management Engineering, master's level
Validerat; 20140204 (global_studentproject_submitter)Available from: 2016-10-04 Created: 2016-10-04Bibliographically approved

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Li, ChihChunSöderberg, Markus

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