Johan Lenander , pp. 69. MAM/Sektionen för Management, 2004.
In today’s IT-community, consumers use the internet in a increasing rate to find information or to purchase products and services. This has led to a growth in the market, but also a greater competition between e-stores and web shops. To separate yourself from the masses has become more important, the question is; what strategy should the IT-salesman use?
The meaning of this scientific study is to find and focus on witch the primary factors/aspects are, that controls and is the very foundation for the consumer making a purchase, by using the internet.
The purpose is to give companies a clear view of what it is that influence the consumer into buying theirs products, and how this group responds to different strategies and factors. This will also help the companies to make as cost-efficient decisions as possible.