Change search
CiteExportLink to record
Permanent link

Direct link
Cite
Citation style
  • apa
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf
The institutional environments impact on sales at an engineering consultancy firm: The institutional environments impact on sales at an engineering consultancy firm
Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management.
2019 (English)Independent thesis Advanced level (degree of Master (Two Years)), 20 credits / 30 HE creditsStudent thesisAlternative title
Institutionella miljöns påverkan på försäljningen vid en teknikkonsultfirma : En fallstudie vid WSP Management (Swedish)
Abstract [en]

This thesis uses a case study approach and investigates how the institutional environment has an impact on decision making regarding sales within three departments at WSP Management in Sweden. With the application of neo-institutional frameworks, the study explains how decision making is constrained by the institution and the actors that make up the institutional environment, as well as how a pursuit for stability and legitimacy isolate engineering consultant companies from other sectors within the market.

 

The study concludes that the institutional environments inducements have created a sales structure within the departments that is solely focused on the public sector and acquiring contracts through public procurement. This sales structure is heavily imprinted within the departments and has created a culture where employees rely in department management to solely sell their services to potential customers. The success and efficiency within this institutional environment has made it that the departments key performance indicator-demands from upper the upper management are based on a sales structure that requires little or no proactive sales. The inducements within the regulative institutional environment thus has a big impact on their decision making when they are trying to maintain a financial stability in relation to the company’s upper management. With the current structure they have been placed in an institutional comfort zone in which they will be stuck within if no change is made.

Place, publisher, year, edition, pages
2019. , p. 85
Series
TVE-MILI ; 19011
Keywords [en]
New institutional theory, public procurement, sales, engineering consultant, institutional environment, isomorphism, public sector
Keywords [sv]
Nyinstitutionell teori, offentlig upphandling, försäljning, ingenjörskonsult, institutionell miljö, isomorfis, offentlig sektor
National Category
Engineering and Technology
Identifiers
URN: urn:nbn:se:uu:diva-388683OAI: oai:DiVA.org:uu-388683DiVA, id: diva2:1334750
External cooperation
WSP Management
Educational program
Master Programme in Industrial Management and Innovation
Supervisors
Examiners
Available from: 2019-07-03 Created: 2019-07-03 Last updated: 2019-07-03Bibliographically approved

Open Access in DiVA

fulltext(1215 kB)22 downloads
File information
File name FULLTEXT01.pdfFile size 1215 kBChecksum SHA-512
4f03b37439f680e748d5d63ee0ac4da3ec1ade53742b2446527f287c00ac35d3a64b9aff4391dcd1f8395d30e76600470e5e92b2dfac0e2a6778ffc077545b2d
Type fulltextMimetype application/pdf

By organisation
Industrial Engineering & Management
Engineering and Technology

Search outside of DiVA

GoogleGoogle Scholar
Total: 22 downloads
The number of downloads is the sum of all downloads of full texts. It may include eg previous versions that are now no longer available

urn-nbn

Altmetric score

urn-nbn
Total: 81 hits
CiteExportLink to record
Permanent link

Direct link
Cite
Citation style
  • apa
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf