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Det finns idag väldigt många olika handelsföretag, vilket medför att konkurrensen om konsumenterna är stenhård. Butiker använder många olika former av marknadsföring för att nå fram till sina respektive målgrupper, marknadsföring är ett väldigt brett begrepp och involverar många olika åtgärder som butiken kan använda sig av. Det här arbetet fokuserar på tre olika former av säljfrämjande åtgärder som är relativt vanliga idag. Det som studeras i denna rapport är huruvida kupongerbjudanden, SMS erbjudanden och erbjudandet ’tag 2 betala för 1’ påverkar olika konsumenters beteenden och om de blir mer benägna till köp när de utsätts för dessa. Erbjudandet ’tag 2 betala för 1’ kan användas på flertal lika sätt men författarna har endast sett på erbjudandet som en kommunikationskanal i butiksmiljö, såsom skyltning och förpackningar. Forskningsfrågan som kommer att belysa hela arbetet är: hur påverkas konsumenters beteenden av rabatterbjudanden? Vi belyser i arbetet de skillnader och likheter som framkommit mellan olika generationer och ur ett genusperspektiv. Vi ser även över vilka eventuella risker respektive möjligheter som kan finnas genom att använda sig av dessa tre olika sorters besparingserbjudanden. Författarna har valt att genomföra en kvantitativ ansats och inspirationen till vår enkätundersökning grundar sig på tidigare forskning. Enkätundersökningen har utförts på 100 respondenter som tillfrågats via e-post och slumpvis utvalda personer i Katrineholms centrum. Deltagarna som tillfrågats är uppdelade i fyra kategorier, utifrån ålder och kön.Enkätundersökningen gav författarna belägg för att påvisa att konsumenter reagerar olika beroende på vilken typ av säljfrämjande åtgärder dessa utsattes för. Författarna kan se tydliga skillnader mellan dessa typer av erbjudanden. ’Tag 2 betala för 1’ som avser en kommunikationskanal i butiksmiljö var det erbjudande som samtliga deltagare föredrog. Kategorin som behandlar äldre män var de deltagare som överlag inte föredrog olika typer av rabatterbjudanden. / There are many trading companies today, which bring fierce competition over the customers. Stores use a lot of different kinds of marketing to reach respective target groups, marketing is a very wide term and involves many different measures that the stores can use. Our study focuses on three different kinds of sales promotion who are relative common today. We have studied whether the coupon offers, SMS offers and offer ‘buy one get one for free’ affects different consumer behavior and if consumers become more inclined to buy when they are exposed to them. The offer ‘buy one get one for free’ can be used in several similar ways, but the authors have only seen the offer as a communication channel in the retail environment, such as signage and packaging. The research question that will illuminate the entire work is how consumer behavior is influenced by the discount offers? The things that are investigated are if coupons, text message offers and ‘buy one get one for free’ have an effect on consumers behavior and if they become more liable to purchase when they are exposed of these promotions. In our study we will express the highlights of the differences and similarities that emerged between different generations and through a gender perspective. We have also checked the possible risks respective opportunities that may be found using these three different kinds of saving offers. The authors have chosen to implement a quantitative approach and the inspiration for our survey is based on previous research. The survey has been conducted on 100 respondents questioned by e-mail and randomly selected in Katrineholm city. The participants surveyed are divided into four categories according to age and gender.The survey gave the authors evidence to demonstrate that consumers react differently depending on the type of promotion they were subjected. The authors can see a clear difference between these types of offers. 'Buy one get one for free' which refers to a communication channel in the retail environment was the offer that all participants preferred. The category with older men was the participants who generally did not prefer different types of discount offers.

Syfte: Denna uppsats behandlar en undermedveten kognitiv bias vilken benämns som ”anchoring effect” eller förankringseffekten. Effekten uppenbaras då människor tenderar att lägga för mycket tillit till den första informationen som görs tillgänglig vid olika typer av beslutsfattande. Teoriramen för detta forskningsområde är tämligen utbredd med drygt 40 år av studier som på senare tid börjat undersöka förankringseffektens påverkan vid förhandlingar. Dessutom finns utbredda konstateranden för att betydande kunskap inte lindrar effekten i någon större omfattning. Däremot föreligger bristande forskningsslutsatser kring hur kunskapsvarians vid förhandlingar  påverkar förankringseffekten. Till följd av detta avser studien att undersöka nedanstående syfte: Syftet med denna studie är att undersöka hur förankringseffekten påverkar utfallet i en förhandlingssituation, när kunskapsvarians råder mellan parterna gällande det aktuella förhandlingsområdet. Metod: I studien genomfördes ett experiment med totalt 44 deltaganden. Experimenten utgjordes av prisförhandlingar gällande en fiktiv bostad, där varje enskild deltagare fick genomgå två förhandlingar vardera. Den första förhandlingen avsåg en lägenhetsförsäljning och den andra en villaförsäljning där parterna agerade säljare respektive köpare. I experimentgruppen förelåg det kunskapsvarians då tredjeårsstudenter från fastighetsmäklarprogrammet mötte studenter med annan utbildningsbakgrund. I kontrollgruppen ställdes motsatsvis deltagare från samma utbildning mot varandra för att skapa mindre skillnader i kunskap beträffande det aktuella förhandlingsområdet. Resultat & slutsats: Resultatet i denna studie tyder på att deltagare vars kunskap stod dem till förfogande, alstrat förmånligare överenskommelser i jämförelse med deltagare med låg kunskapsnivå. Detta trots att deltagarna vars kunskapsnivå var låg, erhållit fördelen av förankringseffekten då de fick lägga det första budet. Resultatet indikerar därmed att förankringseffekten kan lindras till följd av kunskapsvarians vid förhandlingar. Förslag till vidare forskning: Vidare forskning bör utgå från liknande förhandlingsexperiment där forskaren i första hand eftersträvar att generera större kunskapsskillnader mellan parterna i förhandlingen. En större omfattning av denna studie torde således resultera i ökade statistiska klarheter vilket torde vara gynnsamt för det aktuella forskningsområdet. Uppsatsens bidrag: Studiens bidrag är att forskningsresultaten tyder på en lindring av förankringseffekten vid kunskapsvarians inom förhandlingar. Detta till skillnad från tidigare studier där olika kunskapnivåer inte visats ha någon större betydelse. I och med att ingen tidigare studie undersökt detta förhållande har denna studie lyckats identifiera ett tydligt forskningsgap som bidragits till. / Aim: This paper is about a subconscious cognitive bias referred to as "Anchoring Effect". The effect is revealed by the fact that people tend to put too much trust in the first information that is made available in different types of decision-making situations. The theory framework for this research area is fairly widespread with over 40 years of studies, and lately the research has begun examining the anchoring effect in different types of negotiation dyads. In addition, there are widespread findings that significant knowledge does not mitigate the effect in any notable degree. However, there is a lack of research findings regarding how differences in knowledge within negotiations might affect the anchoring effect. Therefore, this study intends to investigate the following: The purpose of this study is to investigate how the anchoring effect is affecting the outcome of a negotiation, when the parties have different levels of knowledge regarding the negotiated area. Method: This study has conducted an experiment with a total of 44 participants. The experiments have involved simulated price negotiations regarding a condominium and a residence property. Each participant performed two negotiations each, one for respective dwelling place. In the experimental group, there was a difference in knowledge when third year students from a real estate brokering program negotiated with students from other programs. In contradistinction to the experimental group, the control group included students with similar education background in order to create minor knowledge differences within the negotiated area. Result & Conclusion: The result of this study shows undeniably that the experiment participants with greater knowledge have generated more favourable agreements, compared to the participants with lower relevant knowledge. Even though the participants with lower knowledge had the advantage of presenting the initial offer in the experimental group. Thus, a mitigation of the anchoring effect has been identified as a result of differences in knowledge within the negotiations. Further research: Further research should be based on similar negotiation experiments with focus on creating greater differences in knowledge between the participants. This in combination with a larger replica of our study should enable increased statistical clarities with fruitful outcomes in this research field. Contribution of the thesis: The theoretical contribution of our study is primarily the fact that the anchoring effect tends to be mitigated by variance in knowledge within negotiations. Considering that no previous studies have examined this before, we argue that a clear research gap have been identified and that our findings has contributed to the theoretical framework.

published_or_final_version / Business Administration / Master / Master of Business Administration

published_or_final_version / Management Studies / Master / Master of Business Administration

One of the puzzles regarding IPO’s is that the issuers rarely get upset about leaving substantial amounts of money on the table due to underpricing. The cost of underpricing is the number of shares sold multiplied by the difference between the first-day closing price and the offer price. The research sample of IPOs and JSE databases comprised, respectively, 160 and 321 new applicants for the years 1995-1999. New applicants comprising the research sample raised R12.55 billion with an underpricing cost exceeding R2.85 billion i.e., 22.71 percent of the IPO capital raised. This cost was found to be nearly 10 times greater than the R295 million paid in fees to the corporate advisors by the issuing companies. The prime beneficiaries of this discount were a select grouping of private placement investors at the discretion of the corporate advisors and directors. Mean unadjusted initial first day returns amounted to 55.04 percent. Public Offer IPO’s (solely or as a component of a Hybrid Offer) follow UK influenced corporate legal systems– both in legislative norm and empirical results. First day initial returns were presented per issuer List Board, Method and Type of Listing, IPO capital raised and disclosed use of proceeds. Internationally many theories have been raised as to what has become to be known as the short-run underpricing puzzle. The winner’s curse hypothesis is directly tested flowing from and the unique data availability. It was shown that South African Public and Hybrid IPO Offer methods bear an exceptionally close correlation to UK influenced corporate legal systems and as such proved a reliable empirical testing ground for the winners curse phenomena using the same methodology and equations as their international counterparts hereunder. The UK based corporate law and institutional arrangements in South Africa allow a direct test of the empirical implications of the winner’s curse hypothesis in pricing unseasoned new issues.

Made available in DSpace on 2015-07-15T13:31:38Z (GMT). No. of bitstreams: 1 Dissertacao Juliana Alves Leite.pdf: 1003566 bytes, checksum: d5b4434897f280b80edafb3831383c51 (MD5) Previous issue date: 2006-07-20 / This is a study whose object is the analysis of the offer and the demand of the health service produced in a public general hospital of Feira de Santana-BA in the process of the decentralization of public health service (2004-2006). The offer has to do with the availability of the services and the resources of the health field and the demand is characterized by the search of that service by its users. The objectives are: to analyze the offers and the demands of the health service produced by the hospital mentioned above on the basis of the Agreed and Integrated Program; to describe the public health services offered, by medical specific field and type of attendance; to characterize the demand developed and agreed according to the PPI of Feira de Santana and its sorroundings. A documentary research has been used as a main instrument of the analysis and, as a complementary one, free observation has also been done at the emergency unit of the hospital. The method of treatment of the empirical material was guided by the documental analysis, as a component of the content analysis proposed by Minayo (1999) as well as by the analytical flow diagram of Merhy (1997). The research shows that the most used services such as adimissions and urgent/emergency attendances are concentrated in population which lives in Feira. For the referenciated demand there is a previous schedule of the hospital procedures for the adimissions and for the urgency and emergency attendances of the hospital for the counties which have agreed to work with Feira de Santana. Still we have found distortions between the attendance given by the hospital and the destined physical and financial program. The Agreed and Integrated Program has brought some improvements in the organization of the health service net, but it is still necessaty to improve the form the agreement has been done in the State. The emergency unit is the sector with the biggest production of the hospital. It is also one of the main factor of the health net. It holds a selection service to select the users who are attended in the specialties of general clinic, pediatrics and orthopedics. The demand for orthopedics is superior to the capacity of the offer by the hospital. That demand is transfered to other private hospitals which have agreement with SUS. It is conclude that the offer and the demand of the health service produced by the HGCA are mainly concentrated in Feira de Santana and also that the process of regionalization provided some improvement in the organization of the demand, however, it is still necessary to develop some strategies to extend the connection between the hospital and the other health care centers. / Estudo cujo objeto ? a an?lise da oferta e da demanda dos servi?os de sa?de produzidos em um hospital geral p?blico de Feira de Santana-BA no processo de descentraliza??o da sa?de (2004-2006). A oferta compreende a disponibilidade dos servi?os e recursos do campo da sa?de, e a demanda caracteriza-se pela procura de servi?os de sa?de pelos usu?rios. Os objetivos s?o: analisar a oferta e a demanda dos servi?os de sa?de produzidos pelo referido hospital com base na Programa??o Pactuada Integrada; descrever os servi?os de sa?de ofertados, por especialidade m?dica e tipo de atendimento ? sa?de; caracterizar a demanda atendida e acordada na PPI do munic?pio de Feira de Santana e da ?rea de influ?ncia. Utiliza-se a pesquisa documental como central na an?lise e de maneira complementar a observa??o livre e sistem?tica do Pronto-Socorro do hospital. O m?todo de tratamento do material emp?rico foi orientado pela an?lise documental, como componente da an?lise de conte?do, proposta por Minayo (1999) e o fluxograma analisador de Merhy (1997). A pesquisa mostra que o maior consumo dos servi?os de interna??o e de atendimento de urg?ncia e emerg?ncia est?o concentrados na popula??o residente em Feira de Santana. Para a demanda referenciada existe uma programa??o pr?via dos procedimentos de interna??o hospitalar e atendimentos de urg?ncia e emerg?ncia do hospital para os munic?pios pactuados com Feira de Santana, mas ainda encontramos distor??es entre o atendimento prestado pelo hospital e a programa??o f?sico-or?ament?ria destinada. A Programa??o Pactuada Integrada trouxe avan?os na organiza??o da rede de servi?os de sa?de, mas ainda ? necess?rio melhorar a forma como a pactua??o ? conduzida no Estado. O Pronto-Socorro se constitui no setor com maior produ??o do hospital. A emerg?ncia se configura tamb?m, como uma das principais portas de entrada da rede de servi?os, e disp?e de um servi?o de triagem para selecionar os usu?rios que s?o atendidos nas especialidades de cl?nica geral, pediatria e ortopedia. A demanda por ortopedia ? superior ? capacidade de oferta pelo hospital, que s?o encaminhados para cl?nicas particulares conveniadas ao SUS. Conclui-se que a oferta e a demanda dos servi?os produzidos pelo HGCA est?o concentradas principalmente para Feira de Santana e o processo de regionaliza??o proporcionou um melhora na organiza??o da demanda, entretanto, ainda s?o necess?rias estrat?gias para ampliar a interliga??o entre o hospital e os outros estabelecimentos de sa?de.

This dissertation includes two chapters that investigate the role venture capitalists (VCs) play in the underpricing and in the long-run performance of IPOs. The first chapter focuses on the underpricing of IPOs and attempts to determine the role that VCs play in this underpricing process. The evidence is consistent with a view that VCs agree to underpricing to ascertain benefits from both "grandstanding" and "spinning." The second chapter examines the long-run performance of IPOs and tries to determine the role that VCs play in the development of IPOs. Here, the evidence suggests that VC-backed IPOs appear to have better access to capital than non-VC-backed IPOs, but the long-run performance of VC-backed IPOs is generally mixed.

Coordenação de Aperfeiçoamento de Pessoal de Nível Superior / The objective of the present study was to evaluate the sorghum pasture (Sorghum bicolor L. Moench) dynamics under different leaves blades offer, besides cull cows performance and carcass and meat characteristics. Thirty-six animals with average age of 5.5 years and 370 kg of average initial weight was used to forage evaluation. They were kept in 12 sorghum pasture pickets. The treatments used were: 5.1, 7.0, 9.5 and 12.5% of leaf blade offer, where the treatment of 5.1% showed higher accumulation rate (79.24 kg/ha/day of DM) and higher stocking rates (2254.02 kg/ha of weight), besides lesser forage masses (660.53 kg of DM/ha) and principal feet/ha numbers (42000.00 feet/ha). Nevertheless the third experimental period showed lesser accumulation rate (55.70 kg/ha/day of DM), higher forage masses (1986.58 kg/ha of DM) and lesser principal plants and tillers/ha quantities (29000.00 and 41333.33 feet/ha, respectively) in relation to the first and second pasture utilization experimental periods. When the offers and forage age increased, the crude protein levels decreased linearly (P<.05), as much as the sorghum leaves and capim papuã whole plant. In relation to the carcass characteristics, the treatments didn t influence the results (P>.05), with the exception of meat color, that was considered darker in less leaf blade offer treatment (2.5 points), and didn t differing among themselves in other treatments (3.8, 3.6 and 3.6 points, respectively to 7.0, 9.5 and 12.5%). / O objetivo do presente estudo foi avaliar a dinâmica da pastagem de sorgo (Sorghum bicolor L. Moench) manejado sob diferentes ofertas de lâminas foliares, além do desempenho e características da carcaça e da carne de vacas de descarte. Para a avaliação forrageira foram utilizados 36 animais com idade média de 5,5 anos e peso médio inicial de 370 kg, mantidos em 12 piquetes de pastagem de sorgo. Os tratamentos utilizados foram: 5,1; 7,0; 9,5 e 12,5% de oferta de forragem, onde o tratamento de 5,1% apresentou maiores taxas de acúmulo (79,24 kg/ha/dia de MS) e maiores cargas animais (2254,02 kg/ha de PV), além de menores massas de forragem (660,53 kg de MS/ha) e números de pés principais/ha (42000,00 pés/ha). No entanto, o terceiro período experimental apresentou menores taxas de acúmulo (55,70 kg/ha/dia de MS), maiores massas de forragem (1986,58 kg/ha de MS) e menores quantidades de pés principais e perfilhos/ha (29000,00 e 41333,33 pés/ha, respectivamente) em relação ao primeiro e ao segundo período de utilização da pastagem. À medida que as ofertas e a idade forrageira aumentaram, os teores de proteína bruta diminuíram linearmente (P<0,05), tanto as folhas de sorgo, quanto a planta inteira do capim papuã. Com relação às características da carcaça, os tratamentos não influenciaram os resultados obtidos (P>0,05), com exceção da coloração da carne, que foi considerada mais escura no tratamento de menor oferta de forragem (2,50 pontos), não diferindo entre si nos demais tratamentos (3,80; 3,60 e 3,67 pontos, respectivamente para 7,0; 9,5 e 12,5%).

Management of an engineering consultancy unit in the Eastern Cape Province is concerned about the costs incurred by project managers and specialist engineers pursuing tender opportunities that are not feasible. Annual losses in this unit due to unsuccessful tenders amounts to R2,5 million annually, which equates to about 12% of the revenue generated by the unit. The aim of the research study is to assist the consulting engineering firm by investigating and identifying the key determinants for making the decision of whether to bid on a particular tender opportunity. The study includes an assessment of relevant literature, academia and text to investigate key factors that could influence the decision to bid on tenders from which research questions and appropriate theories were drawn. Based on the research questions and theories that emanated from the literature, the study also includes the assessment of primary data through the administration of a structured questionnaire. The questionnaire is empirically analysed within the positivistic research paradigm through the use of descriptive and inferential statistics. Conclusions are drawn and recommendations are made based on the findings of the administered questionnaire.