Submitted by Silvana Teresinha Dornelles Studzinski (sstudzinski) on 2016-05-02T17:58:26Z No. of bitstreams: 1 Deisi Luana Diel Weber_.pdf: 569327 bytes, checksum: 355337b56ffb691e0e6bd0005f05fc4d (MD5) / Made available in DSpace on 2016-05-02T17:58:26Z (GMT). No. of bitstreams: 1 Deisi Luana Diel Weber_.pdf: 569327 bytes, checksum: 355337b56ffb691e0e6bd0005f05fc4d (MD5) Previous issue date: 2015-12-10 / UNISINOS - Universidade do Vale do Rio dos Sinos / This research presents an investigation about the decision-making process regarding Make or Buy, trying to understand which variables most influence this decision to insource some activities, to outsource others, or to better estimate a percentage to combine both. The dependent variable on our research is the behavioral decision-making process, measuring the influence received by cost, quality, and monitoring. Trying to understand if differences between these independent variables influence how managers make their decision in the context of insource or outsource production. In order to test this model empirically, an experiment research was conducted, on the basis of eight different scenarios, which simulate a purchasing decision situation ranging the variables costs, quality, and monitoring of suppliers between High and Low, to understand the relationship of these constructs with the decision-making process of Brazilian managers. It was performed with a sample of 211 students from the Production Engineer course at Universidade do Rio dos Sinos (Unisinos). The data was analyzed using statistical technique ANOVA. The results demonstrate that managers consider cost variation to decide about how much to internalize and how much to outsource. They change their choices when quality is higher in their suppliers than inside the company. They also evaluate manager capability to control costs over their suppliers and on their process inside the company. However, they do not change their sourcing decision due to supplier’s monitoring variation, neither when quality monitoring is considered. This issue was already addressed in Hall’s study (2012) conducted in the United States. Thus, we decided to replicate his in Brazil in order to check if in a different environment, with other economic, politic, social, and regulatory situation, the manager will change their decisions. Nevertheless, after comparing both studies, we realize that the same hypothesis was supported in both studies, what means that even in another context the same variables are considered to base managers sourcing decision.

Este trabalho consiste de um portfólio de composição documentado com partituras e gravações, e de um memorial que apresenta uma autoanálise do processo de tomada de decisões empreendido na composição da obra Duo para Flauta e Piano. Apoiado na delimitação de autoanálise conceituada por Donin (2015c), e nas definições de Chaves (2010) que explicam a composição musical como um processo de tomada de decisões em três territórios, objetivou-se investigar os traços decisórios contidos no dossiê genético da obra autoanalisada, que incluiu também documentos relativos a outros processos, para identificar decorrências decisórias e aspectos da dinâmica de idas e vindas do processo composicional. O dossiê genético, com seus traços diretos e indiretos, foi autoanalisado a partir de uma metodologia que combina os pressupostos da crítica genética com estudos sobre a atividade cognitiva do compositor durante o processo composicional. Neste sentido, a autoanálise foi realizada a partir da investigação específica do processo de tomada de decisões, em cada um dos seus três territórios: ideológico, estético e pontual. Assim, foi possível constatar aspectos relevantes do estilo decisório individual deste compositor, bem como observar e refletir sobre processos de recomposição e replanejamento, que se referem também a questões gerais envolvendo a composição musical e seus desafios. / This thesis consists of a portfolio of compositions and a self-analysis of the decision-making process in the composition of Duo para Flauta e Piano [Duo for Flute and Piano]. The concept of self-analysis in music composition is taken from Donin (2015c), and the concept of music composition as a decision-making process is based on Chaves (2010). The main goal of the thesis is the investigation of decision-making features as featured by direct and indirect traces. These traces are comprised in the genetic dossier of the Duo. The methodology of the thesis is referential to genetic criticism in its approach to the cognitive activity of the composer during the compositional process. In the course of this thesis, it became possible to verify relevant aspects of individual decision-making processes in the work of this composer, which also refer to broader issues of music composition and its challenges.

Over the last two decades, US corporate governance has witnessed a significant increase in the incidence and influence of shareholder activism. Shareholder activism, however, has been found to be inconsistent with US corporate governance which is framed within director primacy theory. In this theory, the board is able to carry out a unique combination of managerial and monitoring roles effectively, and shareholders are only capital providers to companies. Shareholder activism is normatively found inimical to effective and efficient decision-making, i.e. the board's authority, and to the long-term interests of public companies. The increasing willingness of institutional shareholders to participate into the decision-making processes of their portfolio companies is at odds with US corporate governance. Therefore, the aim of this thesis is to examine whether director primacy theory should be softened to accommodate greater shareholder activism in US corporate governance. This thesis presents an analysis of the legal rules that reflect director primacy theory. In this respect, US shareholders have traditionally had limited participatory power. The way in which the courts perceived the board's authority also stymied shareholder participation. This thesis considers not only legal and regulatory developments in the wake of the 2007-2008 financial crisis, but also the governance developments through by-law amendments which could potentially make an overall change in the balance of power between shareholders and the board. Shareholders are slowly moving to the centre of corporate governance in the US. History has shown that the board of directors often failed to prevent manager-induced corporate governance failures. This thesis argues that shareholder activism is necessary for improving the web of monitoring mechanisms and for a well-functioning director primacy model. Shareholder activism forces the board to more critical about management, which is a prerequisite for the director primacy model. Therefore, this thesis argues that shareholder activism should therefore be accommodated into US corporate governance. The proposed approach addresses accountability problems more effectively than the current director primacy model while recognising the board authority and enhances decision-making processes of public companies. In this regard, it makes several recommendations to soften the current director primacy model: establishing a level playing for private ordering, adopting the proxy access default regime, the majority voting rule, the universal proxy rules, and enhancing the disclosure requirements of shareholders. The present research also demonstrates that contemporary shareholder activism involves many complexities. It contains different types of shareholder activism, which differ by objectives, tools, and motives. It could be used for purely financial purposes or non-financial purposes or both. Furthermore, the concept of stewardship has been developed to address public interest concerns, namely short-termism in the market and pressures by activist funds through shareholder activism. In this way, this thesis develops a complete positive theory about shareholder activism rather than focussing on a specific type of activism. This complete analytical framework constitutes more reliable basis to draw normative conclusions rather than focussing on a particular type of activism.

As primeiras agências reguladoras foram criadas a partir da segunda metade dos anos 1990, e a mais recente delas, em 2005. Com as agências surgiram também os atores privados regulados, os usuários e consumidores, e uma nova forma de interação entre os Poderes Executivo, Legislativo e Judiciário. Esses atores participam e dão forma ao processo de aprendizagem institucional das agências. Passado o período de criação e após quase duas décadas de existência, é necessária uma visão crítica sobre as agências. Propõe-se, então, um método de avaliação regulatória a partir de três variáveis que serão decompostas em diversas subvariáveis (quesitos a serem respondidos objetivamente). A primeira variável, institucionalização, mede as regras aplicáveis à própria agência: características dos mandatos dos dirigentes, autonomia decisória, autonomia financeira e de gestão de pessoal. A segunda, procedimentalização, ocupa-se do processo de tomada de decisão da agência e de sua transparência. Ambas as variáveis procuram medir as agências do ponto de vista formal, a partir de normas aplicáveis (leis, decretos, resoluções, portarias etc.), e pela prática regulatória, com base nos fatos ocorridos demonstrados por meio de documentos oficiais (decretos de nomeação, decisões, relatórios de atividade das próprias agências etc.). A última variável, judicialização, aponta as várias vezes em que a decisão administrativa muda de status e o nível de confirmação dessas decisões pelo Poder Judiciário. O modelo teórico de avaliação das agências ora apresentado é aplicado e testado em três setores que são submetidos à regulação econômica e contam com forte presença de atores sociais e empresa estatal federal. Assim, as agências analisadas foram: Agência Nacional de Energia Elétrica ANEEL, Agência Nacional de Telecomunicações ANATEL e Agência Nacional de Aviação Civil ANAC. Em termos gerais, não é possível garantir a existência de um isoformismo entre essas agências, nem mesmo entre agências criadas em momentos diferentes e por presidentes distintos. Também não foi possível demonstrar que a interferência política seja uma marca de um único governo. A ANATEL, a melhor avaliada das três agências, destaca-se pelo rigor de suas normas que seu processo decisório reflete. A ANEEL e a ANAC tiveram uma avaliação mediana já que apresentaram avaliação sofrível quanto ao processo, mas mostraram ter instituições (regras) um pouco melhores. / The first regulatory agencies were created from the second half of 1900s, and the lasted of them in 2005. With the agencies, emerged regulated private players, users and consumers, and a new approach of interaction between the Executive, Legislative and Judiciary. These actors take part and shape the institutional learning process of agencies. After the creation and over nearly two decades, a critical view is needed on agencies development. It is proposed, therefore, a method of evaluation based on three variables, which will be decomposed into several sub-variables (questions to be answered objectively). The first variable, institutionalization, looks into the rules to which the agency is submitted, as the mandates of the directors, autonomy to take decisions on its own, financial autonomy, and personnel management. The second variable, proceduralizing, deals with the agencys decision-making process and its transparency. Both variables seek to measure the agencies from a formal point of view, based on applicable rules (laws, decrees, resolutions, ordinances, etc.), and the regulatory practice, based on the facts officially documented (appointment decrees, decisions, reports issued by the agencies, etc.). The last sub-variable, judicialization, points out the several times the administrative decision changes status due to judicial review and the level of confirmation of such decisions by the Judiciary. The theoretical model of evaluation of agencies presented here is applied and tested in three sectors that are subject to economic regulation and have a strong presence of social actors and a federal state enterprise. Thus, the agencies analyzed were: Brazilian Electricity Regulatory Agency ANEEL, the Brazilian Telecommunications Agency ANATEL and the Brazilian Civil Aviation Agency ANAC. In general, one cannot assure there is an equal framework between these agencies, even among agencies created at different times and by different presidents. Nor was it possible to demonstrate that political interference is a mark of a single government. ANATEL, the best rated of the three agencies, stands out for the accuracy of its rules, which its decision-making process reflects. ANEEL and ANAC presented poorly assessment regarding the decision-making process, but proved to have institutions (rules) a little stronger.

A busca pela realização dos Jogos Olímpicos parece ter conduzido e orientado as principais determinações da política urbana do município do Rio de Janeiro nos últimos anos. Ao finalmente conquistar a oportunidade de sediar o megaevento esportivo, esse tem sido utilizado como instrumento para se colocar em prática e legitimar um processo de (re)ordenação do território, através de grandes intervenções urbanas, com aporte de recursos públicos de todos os níveis governamentais. O trabalho tem como objetivo analisar e discutir as propostas territoriais do Plano Olímpico \"Rio 2016\", em primeiro lugar, através da investigação sobre sua relação com os instrumentos de planejamento e política urbana do município - Plano Diretor e Plano Estratégico -, considerando que o mesmo não advém de um processo democrático, não se sabendo nem mesmo onde, quando e por quem foi formulado. Segundo, pela reconstituição do processo que lhe deu origem, por meio de uma análise detida dos documentos oficiais e entrevistas realizadas com atores envolvidos, à luz da conjuntura político-administrativa carioca, na tentativa de identificar os sujeitos e interesses relacionados, principalmente à escolha locacional da Barra da Tijuca como região que concentrará a maior parte das instalações olímpicas e consequentemente dos investimentos. E por fim, abordando as intervenções que estão em andamento, os impactos e conflitos delas decorrentes, bem como as principais alterações já realizadas no Plano Olímpico original, procurando sempre apontar processos através dos quais decisões urbanísticas estruturadoras passam ao largo dos mecanismos formais-institucionais e os efeitos decorrentes deste modelo de ação sobre o território carioca. / The bid for Olympic Games have oriented then urban policies the city of Rio de Janeiro in the last 20 years. When finally Rio got the opportunity to host the megaevent, it has been used as an instrument to put in practice and legitimize a process of (re)ordering of the territory through major urban interventions, mobilizing investments of public resources of all levels of government. This work aims to analyze and discuss the \"Rio 2016\" Olympic Plan\'s territorial proposals, focusing its relationship with local instruments of planning and urban policy - Master Plan and Strategic Plan - considering that the proposals did not emerged from a democratic process, being even unknown, when and by whom it was defined. Second, the work also reconstiturs the decision making process, through a careful analysis of official documents and interviews with key actors, in an attempt to identify the subjects and interests related to the locational choice of Barra da Tijuca - the region which will concentrate most of the Olympic facilities and hence investment. Finally, we address the process of implementation of the Olympic plans, its impacts and then conflicts arising from them, as well as major changes already made in the original Olympic Plan, identifying processes by which urban decisions pass by the formal-institutional mechanisms and the effects of this intervention model on the territory of Rio.

<p>Problem: Online yacht booking market is now very competitive market. There are many</p><p>yacht online companies in the market. Therefore, it is critical for yacht online</p><p>companies to understand customers’ needs and to know what the selection</p><p>criteria are that customers use to book yacht online. As rental yacht sales agents</p><p>are mostly virtual companies, which mainly use Internet to reach target</p><p>customers and conduct most of the purchase process. Therefore, one question</p><p>that need to be researched is how important is the website for the rental yacht</p><p>sales agent when it comes to getting new customers and keeping the old ones?</p><p>Purpose:  The purpose of the study is to find out what the selection criteria which</p><p>customers use to evaluate when booking yacht online are.</p><p>Method: This study is primarily based on qualitative research by using in-depth interview</p><p>method. Customer decision making process is applied in order to suit with the</p><p>topic. The data collection came from two sources, primary and secondary data.</p><p>Conclusion: The important selection criteria for new customers are websites containing</p><p>necessary information which mentioned by the interviewees during the</p><p>interview, word of mouth of the company and services from the company and its</p><p>sale staff. These three selection criteria have huge effect on new customers in</p><p>order to book yacht online. For the experienced customers, there are two selection</p><p>criteria which are considered as the most important criteria which are services</p><p>from the company and its sale staff and website containing necessary information.</p>

<p>Bakgrund och syfte: Det är viktigt för ett företag idag att hitta en position på marknaden som fungerar i ett långsiktigt perspektiv. Dessutom gäller det för företaget att på ett tydligt sätt positionera sin produkt eller sitt varumärke i kundernas medvetande. Ett företag som inte är nöjd med positioneringen kan välja, eller är tvunget, att ompositionera.</p><p>Vi har studerat fastighetsföretaget Norrviddens arbete med ompositioneringar av två varumärken, galleriorna Flanör i Gävle och In: i Sundsvall. Syftet är att undersöka när och varför ett företag är i behov av att ompositionera sitt varumärke eller sin produkt samt att beskriva hur processen kan gå till. Huvudfrågorna uppsatsen behandlar är:</p><p>- Varför genomför ett företag en ompositionering av ett varumärke?</p><p>- Vilka strategier kan ett företag använda sig av vid en ompositionering?</p><p>- Hur kan en ompositioneringsprocess gå till?</p><p>Metod: Vi har gjort en fallstudie där vi har arbetat med ett induktivt angreppssätt med utgångspunkt i empirin. För att samla in data har vi gjort två kvalitativa intervjuer med dels Maria Davidson som är centrumledare på Flanör och dels Jan-Åke Eriksson som är shoppingansvarig på Norrvidden Fastigheter AB. Innan intervjuerna sammanställde vi relevanta teorier och modeller som ligger till grund för uppsatsen och de frågor vi ställde till intervjupersonerna.</p><p>Utifrån de data vi samlat in har vi gjort intressanta iakttagelser och försökt se samband med de modeller och teser som teoriavsnittet behandlar. I analys- och diskussionskapitlet presenterar vi våra tankar kring detta.</p><p>Förslag till fortsatt forskning: Organisation, ledarskap och beslutsfattande inom företag är inte vad denna uppsats primärt avser att behandla och fortsatta studier med fokus på någon av dessa delar skulle vara intressant. Det vore även intressant att följa upp arbetet med flanör efter färdigställandet, för att se hur Norrvidden lyckats med positioneringsarbetet.</p><p>Resultat: För att konkurrera på marknaden såg Norrvidden ompositioneringarna som ett måste. Flanör var väldigt nedgånget, kändes omodernt och var i behov av förnyelse. I Sundsvall byggde Norrvidden ihop två gallerior och blev då tvungna att arbeta fram ett helt nytt varumärke som skulle passa det nya konceptet.</p><p>För Flanör var positioneringsstrategin att förstärka sin position på marknaden genom att skapa en modernare och trendigare galleria. För In: var strategin att hitta en ny position på marknaden då man inte ville behålla det gamla som den tidigare gallerian Världshuset stod för.</p> / <p>Aim: On today´s market it´s important to find a position that is sustainable over time. To position a product or a brand in the mind of the consumers in a clear way is crucial. If a company is unsatisfied with their position, they can choose, or might be forced to, reposition the brand.</p><p>In this paper we have been studying how the real estate company Norrvidden is repositioning two of their brands, Flanör in Gävle and In: in Sundsvall. The purpose of this study is to explore when and why a company needs to reposition their brand or product, also what this process can look like. The main questions in this paper are:</p><p>- Why does a company reposition their brand?</p><p>- What strategies can be used to reposition the brand?</p><p>- What can a reposition process look like?</p><p>Method: We have used a case study which is based on the empirical information. To collect data we have interviewed two people at Norrvidden Fastigheter AB, Maria Davidson and Jan-Åke Eriksson. Before the interviews we gathered relevant theories and models which the questions is based on.</p><p>We have compared the empirical information with the theories and models to find possible connections and illuminate interesting observations. We present our thoughts concerning this in the final chapter; analyze and discussion.</p><p>Suggestions for future research:</p><p>Organization, leadership and the decision making process is not what we have been focusing on in this paper. We believe that this is something that varies between different companies and we suggest that future research within this subject would be interesting.</p><p>Results: Norrvidden saw the reposition of their brands as the only way to be able to compete on the market. Flanör was old fashioned and in need of renovation. In Sundsvall, Norrvidden brought two separate gallerias together and felt they had to come up with a new brand to fit the concept.</p><p>In Flanörs case the positioning strategy is to reinforce their position on the market by creating a modern and fashionable galleria. The strategy for In: is to find a new position on the market.</p>

<p>Nowadays, when the world feels smaller as a result of the increasing flow of information, the competition of tourism between countries is getting bigger. This has caused that the marketing of the country has become vital. It is important for the country to send out the right signals so that the tourists have the right image of a destination. Once the image has been created, it might be hard to change it.</p><p>Scandinavian Travel Agent AB is a company arranging different trips around Scandinavia. They work as incoming agent for foreign tour operators, which they help with different types of travel arrangements in Sweden, Norway, Denmark and Finland. Now they want to expand their business to other countries, and at the same time they want to identify how Sweden is seen as a tourist destination. We helped them with this by investigating travel agencies and tour operators in the Netherlands.</p><p>Our purpose with this thesis was to find out what kind of picture the Dutch travel agencies and tour operators have about Sweden. Furthermore, we wanted to know how the Dutch market looks like considering the trips to Sweden. To be able to analyze the phenomena of image we have taken closer look at the decision- making process, which was originally created by Mathieson and Wall (1984). It contains four areas (tourist profile, travel awareness, destination resources & characteristics and trip features) that have effect on the decision making process. Since we thought that image also has a big influence on the tourists’ decision, we chose to investigate that subject as well.</p><p>With the help of our theories we created two different questionnaires, one to Dutch travel agencies/ tour operators having Sweden as a travel destination, and one to Dutch travel agencies/tour operators not currently offering trips to Sweden. After receiving the answers we interpreted them together with our theories and we found out that the respondents have a correct image of the reality. Sweden’s nature with the forests, water and snow were some of the most common parts of their image. Stockholm was also a prominent feature together with beautiful and clean nature. Sweden was also seen as a modern and safe country with high quality. Some respondent also mentioned space, but it was not as common answer as we expected.</p><p>Regarding the image, we found out that an image handles both a person’s affective and cognitive images, which arises from many different sources and influences. After doing this research our believes, about the image as a part of the decision making process, were strengthened. Therefore we saw the need to change the already existing model.</p><p>Our suggestions to the Scandinavian Travel Agent AB, is to first contact the travel agencies/tour operators who are currently offering Sweden, since they seem to be most interested in expanding to Sweden. Among the other travel agencies/tour operators an interest has to be aroused. This can depend on the fact that companies with Sweden can see the demand and the opportunities better than the companies who do not have Sweden.</p>

<p>On the 13th of June 2005 the Minister of Defence, Leni Björklund, was subjected to a formal complaint addressed to the Committee on the Constitution concerning her handling of a specific co-operation project with France. The project concerned the development of a technology demonstrator for an UCAV called Neuron. The reason for the complaint was that the Minister of Defence had failed to present the project to the parliament and thus bypassed a parliamentary decision. Such negligence might be considered unlawful under the Swedish Constitution. The issue became public during an unscheduled meeting with the Committee on Defence, a meeting that was arranged at the request of the Minister of Defence. During that meeting the Minister announced that the Government in a couple of days planned to take the decision to “go ahead” with the Neuron project without a formal decision by the Parliament. The then estimated cost for the project was about 700 million SEK. The “verdict” from the Committee on the Constitution was “not guilty” according to the Constitution. The Committee on the Constitution limits its investigations to the relation between the Parliament and the Government, which is its main task. The purpose of my essay is to investigate the relation between  the Government and the Swedish Armed Forces. This investigation is conducted in order to find out what kind of role the Armed Forces as a Government Agency has played in the formulation of defence policy regarding the Neuron project. The foundation of a representative democratic system is based on the premise that the formulation of political objectives is the exclusive right of politicians. Only the elected politicians are supposed to have this power, since they are performing their duties on a mandate from the electorate, the people. The formulation of political objectives is, according to this foundation, not something that civil servants, in or out of uniform, should be doing. If and when that however happens we are facing what is normally called “a democratic black hole”.  </p><p>In order to fulfil the purpose of my essay I investigate the communication between the Government and the Armed Forces. The empirical study is performed on two kinds of documents from the Armed Forces. These documents are regularly used as basis for the Government’s decisions and propositions to the Parliament. The first kind is the Armed Force’s yearly reports concerning Long Term Planning, the second kind is documents that the Government needs for the yearly Budgetary Proposition. Both documents are wholly or partly prepared according to instructions from the Government.</p> / <p>Den 13 juni 2005 blir försvarsminister Leni Björklund KU - anmäld för sin sätt att hantera ett svenskt deltagande i projektet Neuron. Neuron-projektet handlar om försvarsmaterielsamarbete med Frankrike om att utveckla en demonstrator av en UCAV, obemannad beväpnad flygfarkost, som kallas Neuron. Anmälan handlar om att försvarsministern och därmed regeringen inte har givit riksdagen möjlighet att fatta beslut om Neuron-projektet. Regeringen hade inte med Neuron-projektet i någon proposition som riksdagen har kunnat ta ställning till, innan den 13 juni 2005. Hela frågan uppdagas när försvarsministern den 7 juni 2005 sammankallar riksdagens försvarsutskott. Vid detta möte informerar försvarsministern utskottets ledamöter om att regeringen har för avsikt att två dagar senare fatta beslut om att inleda samarbetet med Frankrike om Neuron-projektet som då ska kosta ca. 700 miljoner kronor. När KU har granskat frågan färdigt, våren 2006 blir försvarsministern trots allt inte fälld för ”brott” mot Regeringsformen. KU granskade enbart relationen mellan regeringen och riksdagen. Det jag gör i uppsatsen är att granska relationen mellan regeringen och Försvarsmakten. Detta görs för att pröva de tidigare leden i det som kallas den demokratiska styrkedjan och som beskriver hur makt och ansvar bör gå till i en folkstyrd demokrati. Den demokratiska styrkedjan består av: Folket, Riksdagen, Regeringen, Förvaltningen</p><p>Med förvaltningen menas myndigheterna. Styrningen, dvs. maktutövningen, förutsätts gå från vänster till höger, medan ansvarigheten skall gå i den motsatta riktningen. Om det uppstår brott i kedjan eller om den ’börjar gå baklänges’ uppstår något av en ’demokratins svarta hål’.  I Regeringsformen stadgas att regeringen styr riket och att myndigheterna, exempelvis Försvarsmakten, lyder under regeringen. Grundtanken vad gäller relationen mellan regering och myndigheter är att politikerna styr genom att formulera mål och riktlinjer för myndigheterna, medan myndigheterna genomför de politiska målen. Kedjan går baklänges om det istället skulle vara så att myndigheterna börjar formulera målen.</p><p>Efter KU:s granskning stod det klart att det inte fanns något formellt problem mellan riksdagen och regeringen när det gäller hur makt och ansvar hanterades. KU granskade inte, som nämnts ovan, relationen mellan regeringen och Försvarsmakten vilket är det jag gör i uppsatsen. I uppsatsen undersöker jag de underlag Försvarsmakten överlämnar till regeringen. Dessa är årliga budgetunderlag och PerP-rapporter. Budgetunderlagen utarbetas helt efter regeringens anvisningar medan PerP-rapporterna har en dubbelroll. De är både Försvarsmaktens egen perspektivplanering och i delar utarbetade efter regeringens anvisningar.</p>

Problem: Online yacht booking market is now very competitive market. There are many yacht online companies in the market. Therefore, it is critical for yacht online companies to understand customers’ needs and to know what the selection criteria are that customers use to book yacht online. As rental yacht sales agents are mostly virtual companies, which mainly use Internet to reach target customers and conduct most of the purchase process. Therefore, one question that need to be researched is how important is the website for the rental yacht sales agent when it comes to getting new customers and keeping the old ones? Purpose:  The purpose of the study is to find out what the selection criteria which customers use to evaluate when booking yacht online are. Method: This study is primarily based on qualitative research by using in-depth interview method. Customer decision making process is applied in order to suit with the topic. The data collection came from two sources, primary and secondary data. Conclusion: The important selection criteria for new customers are websites containing necessary information which mentioned by the interviewees during the interview, word of mouth of the company and services from the company and its sale staff. These three selection criteria have huge effect on new customers in order to book yacht online. For the experienced customers, there are two selection criteria which are considered as the most important criteria which are services from the company and its sale staff and website containing necessary information.