AUTHOR
Englund, Hans; Hjalmarsson, Mattias

DATE
2000-06-16

DEPARTMENT
Business Administration and Social Sciences / Industrial Marketing

SUMMARY
The main purpose of this report has been to describe how organisations buy financial instruments with their liquidity surplus. To do this we have been using a qualitative approach. Through case study research, two organisations in Luleå have been investigated. Our research was built on personal interviews. We studied the buying process, the buying centre, choice criteria and organisational purchasing of professional services. Among the factors studied we found out that the buying process of professional services can be applied when one of the organisations selects a supplier for one of their purchases. The other way the organisations use when they purchase financial instruments is closer to the industrial buying process. From this we can most likely assume that the two processes should be used separately depending on whom the organisations buy from.

ISSN 1404-5508 / ISRN LTU-SHU-EX--00/105--SE / NR 2000:105