Försäljning av funktionella produkter och dess utmaningar: En fallstudie inom fordonsbranschen
Independent thesis Basic level (degree of Bachelor), 10 credits / 15 HE creditsStudent thesis
Since the beginning of 1990 new business models are emerging among industrial companies. This has changed their way of thinking. Functional products are one example of a new business model which is part of this trend. The sale of a functional product is a concept, which can be explained with a supplier that is obliged to deliver one or more functions to a customer. This is a relatively new concept, which means that research in this subject is limited. The purpose of the study is to provide a better understanding of the central processes and possible challenges in an organization that sells FP. This is done by identifying, describing and analyzing the key processes and any challenges that may arise with the sale of FP. To fulfill the purpose, a case-study was conducted within the automotive industry, where the empirical data consisted of six interviewees with leadership positions. The results of the study are that organizations tend to divide the selling of the functional products into four sub-processes: organizational restructuring, customer contact, contract and aftermarket services. The conclusions of the study were that the majority of the challenges occurred during the first sub-process and it can be explained mainly because functional products require a new way of thinking and in many cases this is contradictory and reason for conflict. A key move is management accounting systems, which enables the change, but it is also the reason for the majority of arising challenges. Since functional products is a relatively new concept, further research is needed on how the management account systems more specifically should be designed in the different departments of an organization.
Place, publisher, year, edition, pages
2016. , 43 p.
Social Behaviour Law
Samhälls-, beteendevetenskap, juridik, Funktionella produkter, ekonomistyrning, institution, innovativ affärsmodell, processer, utmaningar
IdentifiersURN: urn:nbn:se:ltu:diva-53042Local ID: a1e17c7e-c942-4455-92f2-cec88691ab8fOAI: oai:DiVA.org:ltu-53042DiVA: diva2:1026415
Subject / course
Student thesis, at least 15 credits
Business Administration, bachelor's level
Validerat; 20160613 (global_studentproject_submitter)2016-10-042016-10-04Bibliographically approved