Syftet med denna uppsats är att belysa vikten av att få in en ny lagstiftning som kan täcka tjänsteavtal mellan näringsidkare.

Sustainable production and consumption have become more important internationally, which has led to the transformation of market structures and competitive situations into the direction of servitisation. This means that manufacturing companies are forced to compete through the supply of services as opposed to products. Particularly the suppliers of long-life products such as submarines and airplanes no longer simply sell these products but provide their capability or availability. Companies such as Rolls-Royce Engines achieve 60% of their revenue through selling a service rather than the engine itself. For a manufacturing company, the shift towards being a service provider means that they usually have to bid for service contracts, sometimes competitively. In the context of competitive bidding, the decision makers face various uncertainties that influence their decision. Ignoring these uncertainties or their influences can result in problems such as the generation of too little profit or even a loss or the exposure to financial risks. Raising the decision maker’s awareness of the uncertainties in the form of e.g. a decision matrix, expressing the trade-off between the probability of winning the contract and the probability of making a profit, aims at integrating these factors in the decision process. The outcome is to enable the bidding company to make a more informed decision. This was the focus of the research presented in this thesis. The aim of this research was to support the pricing decision by defining a process for modelling the influencing uncertainties and including them in a decision matrix depicting the trade-off between the probability of winning the contract and the probability of making a profit. Three empirical studies are described and the associated decision process and influencing uncertainties are discussed. Based on these studies, a conceptual framework was defined which depicts the influencing factors on a pricing decision at the bidding stage and the uncertainties within these. The framework was validated with a case study in contract bidding where the uncertainties were modelled and included in a decision matrix depicting the probability of winning the contract and the probability of making a profit. The main contributions of this research are the identification of the uncertainties influencing a pricing decision, the depiction of these in a conceptual framework, a method for ascertaining how to model these uncertainties and assessing the use of such an approach via an industrial case study.

In recent years, non-governmental organizations (NGOs) in Hong Kong have been facing tremendous challenges and demands from both the external environment and internal administrative mechanisms. Regarding the external environment, Hong Kong is facing a major political change in 1997 as its sovereignty will be returned to Mainland China. However, it is perceived that there are many differences in both the conceptions and the administrative systems of both Hong Kong and China. In view of the task environment, as opposed to the general environment, the Social Welfare Department is now conducting a `subvention review' exercise. Such an exercise attempts to re-examine the current funding arrangements and the partnership relationship between the government and the NGOs. Service contracts between the funder and the service providers are recommended as the future mode of operation in the subvention policy. In addition, the NGOs will also be required to conform to a list of performance standards which are categorised into four major dimensions, namely, the provision of information, service management, the management of clients and a respect for clients' rights. Not only the rise of managerialism, but public accountability and the empowerment of clients are also perceived as prominent issues affecting the administrators. Based on a research study conducted by the author, this paper will examine the above issues in detail. It also examines the value orientations of the social work administrators in the voluntary sector during their decision-making processes. Various organization theories such as contingency theory, political economy and resources dependency perspective are adopted as the organizing framework for the analysis. Patterns of service development and patterns of management development have been constructed after examining twenty-five voluntary organizations. Four domains of strategic planning and management are covered in the study, including Domain Enlargement mode, Domain Enhancement mode, Domain Restructuring mode and Domain Reduction mode. A questionnaire was also constructed in order to examine the views of the chief executives in terms of their choices of strategies and approaches in responding to environmental changes, with respect to the organizational attributes, including organization size, complexity of service nature, religious background, and level of subvention from government funding.

This paper’s aim is to analyze value-based pricing strategies in service contracts and how they help companies generate sustainable advantages. Scoop of the analysis will be service contracts in manufacturing industry. A service contract could be defined as an intangible value proposition that includes but not limited to maintaining client’s machines continuously for a negotiated amount of time. By working with a Swedish pricing consultancy firm Navetti AB, a descriptive research was conducted in an effort to answer the research question: “How to utilize a value-based pricing strategy in service contracts?”. By trying to answer this question, authors of this paper wanted to contribute to the developing framework of value-based pricing phenomena. Results of this study indicates that certain steps need to be followed by service providers in manufacturing industry in order to utilize a value-based pricing strategy. Obscure perceived value of customers need to be realized and their value drivers need to be extracted, quantified and analyzed. Findings of this study have implications both in theoretical and industrial perspective. From industrial aspect, service providers need to communicate with their customers deeply and analyze their value drivers, they also need to take cost-based and competition-based pricing strategies into consideration while utilizing a value-based pricing strategy. From the theoretical perspective this study contributes to the field of pricing and price optimization part of industrial management.

Magistro baigiamajame darbe analizuojama atlygintinų paslaugų teikimo sutartis, jos nuostatas reglamentuojantys Lietuvos Respublikos bei kiti Europos Sąjungos teisės aktai, mokslinė literatūra bei Lietuvos Aukščiausiojo Teismo praktika nagrinėjama tema. Vykdant darbo pradžioje iškeltus uždavinius, pateikiama atlygintinų paslaugų teikimo sutarties samprata ir specifika, apžvelgiama jos sudarymo, vykdymo bei sutarties sąlygų ir šalių keitimo tvarka, analizuojamos šios sutarties šalių teisių ir pareigų, atsakomybės ribos. Darbo pabaigoje pateikiamos išvados, išdėstomi argumentai iškeltai hipotezei pagrįsti. Darbo apimtis - 73 puslapiai. / This master's work analyzes contract of repayable services, the legislation of the Republic of Lithuania and European Union, scientific literature and practice of Lithuanian Supreme Court which is related on this topic. In order to implement the tasks, which were set in the beginning of master’s work, author presents the concept and main peculiarities of the contracts of repayable services, contracts compiling, implementation, and possibilities to change the conditions or countries of repayable services contract’s. Also this work presents analyzes of parties rights and obligations, liability limits of this agreement. In the end of this master’s work author presents the conclusions and arguments to approve the raised hypothesis. This master’s work contents 73 pages.

Business management / M. Com. (Business management)

Business management / M. Com. (Business management)