AUTHOR
Hellberg, Emelie; Rolén, Patrik

DATE
2004-08-25

DEPARTMENT
Business Administration and Social Sciences / Industrial marketing and e-commerce

SUMMARY
The purpose of this thesis is to examine the organizational buying behaviour in the purchase of travels abroad. We have conducted a case study of two companies, one medium sized and one larger. Our empirical studies have shown that the companies’ buying process is divided into two types, the process of recruit a new travel supplier and the process of a straight rebuy of a regular travel service. In the recruiting process we found that the evaluation process of the purchase is an ongoing process that contradicts estab-lished theories. The most important buying criteria were travel statistics delivered from the supplier, payment method and the safety of delivery. The rebuy process of a travel service we found to be less complex. The most important buying criteria in a straight rebuy situation was flexibility of the airline ticket and the frequency on the destination delivered by the travel supplier.

ISSN 1404-5508 / ISRN LTU-SHU-EX--04/239--SE / NR 2004:239