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The international sales process and the effects on central purchasing: Ericsson AB, Business Unit Systems in focus
Stockholm University, Faculty of Social Sciences, School of Business.
2005 (English)Independent thesis Advanced level (degree of Master (One Year)), 10 credits / 15 HE creditsStudent thesis
Abstract [en]

This master thesis is written on assignment by Ericsson AB, Business Unit System (BUSY). Today, Ericsson has a standardized product catalogue, composed to meet the demands in the worldwide market. On the other hand, statistical information has shown that as much as 27% of BUSY’s purchasing involve material that is not included in the catalogue. Non-catalogue material generates a time-consuming order process, it complicates the financial control and make forecasting more difficult. This study looks into the non-catalogue material from two angles. Firstly, by answering why Ericsson is selling non-catalogue products and how the situation could be improved. Secondly, by answering why the order managers are purchasing non-catalogue material despite set-up routines that should regulate it.

Place, publisher, year, edition, pages
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Business Administration
URN: urn:nbn:se:su:diva-5629OAI: diva2:195502
Available from: 2007-01-05 Created: 2007-01-05

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