This diploma paper consists of 5 main parts. First part is focused on buying contract in general. Two parts which follow are dealing with two of it's important parts-terms of delivery and terms of payment. Next part is explaing the influece of terms of delivery on price and the influence of terms of payment on costs of a certain transaction. Last part is focused on the usage of both, terms of delivery and payment, demonstrated on a real company.

This thesis makes an analysis of price and terms of payment in the sales contract. Both elements are conceived in terms of legal framework and in terms of importance for the parties to an international sales contract. The theoretical part deals with the role of the sales contract in business relations, structure and legal norms of the international sales contract. The practical part includes an analysis of specific international sales contract.

Submitted by Silvana Teresinha Dornelles Studzinski (sstudzinski) on 2016-06-28T14:00:51Z No. of bitstreams: 1 Frederike Monika Budiner Mette_.pdf: 1183497 bytes, checksum: b6f7318149f58c4698b6c94c25e81eb7 (MD5) / Made available in DSpace on 2016-06-28T14:00:51Z (GMT). No. of bitstreams: 1 Frederike Monika Budiner Mette_.pdf: 1183497 bytes, checksum: b6f7318149f58c4698b6c94c25e81eb7 (MD5) Previous issue date: 2016-03-29 / CAPES - Coordenação de Aperfeiçoamento de Pessoal de Nível Superior / A presente tese realizou uma pesquisa sobre o processo de tomada de decisão individual que ocorre no contexto de compra a crédito, a partir de teorias e estudos da psicologia econômica e do comportamento do consumidor. Pretendeu-se analisar o efeito do tipo de produto e das condições de pagamento na intenção de compra a prazo dos indivíduos, assim como a influência das diferenças individuais nesta relação. Assim, utilizou-se uma metodologia experimental com a qual foram realizados três experimentos, a fim de testar as hipóteses construídas a partir de um modelo teórico. No Experimento 1, com 8 grupos experimentais e uma amostra de 279 pessoas, identificou-se que há um efeito negativo na propensão de compra a prazo quando há um desconto para pagamento à vista, independentemente da cobrança de juros a prazo. Se não há o desconto à vista, a propensão de compra a prazo aumenta. Além disso, concluiu-se que os indivíduos que apresentam altos índices de materialismo e impulsividade tendem a comprar mais a prazo. Para o Experimento 2, com 8 grupos experimentais e 314 respondentes, a coleta de dados foi similar à primeira, alterando somente algumas manipulações. Como implicação, encontrou-se resultados para os quais, se há desconto nas condições, menor tende a ser a propensão de compra a prazo. Além disso, provou-se que o tipo de produto possui um efeito na compra parcelada. Já no Experimento 3, buscou verificar somente os efeitos relacionados às manipulações dos tipos de produtos, com 4 grupos experimentais, e uma amostra de 171 pessoas. Averiguou-se um efeito cruzado para a interação produto e tipo de produto, ou seja, quando o tipo de produto for hedônico, há maiores variações na média de intenção de compra a prazo pelo produto do que se ele for utilitário. Concluiu-se, também, que o produto utilitário apresentou uma maior intenção de compra a prazo. / This thesis aimed to conduct a research on the individual decision-making that occurs in the credit purchase context, from theories and studies of economic psychology and consumer behavior. It was intended to analyze the effect of the product type and payment conditions in the credit purchase intention, as well as the influence of individual differences in this relationship. It was used an experimental methodology with three experiments in order to test the hypotheses from a theoretical model. In Experiment 1, with 8 experimental groups and a sample of 279 people, it was identified that there is a effect on the credit purchase propensity when there is a discount for cash payment, regardless of the interest rates. If there is no discount, the lower tends to be the credit purchase propensity i as there are no interest charges in the payments. Furthermore, it was concluded that individuals with high levels of materialism and impulsivity tend to buy more than those who have a high financial literacy. For Experiment 2, with 8 experimental groups and 314 respondents, the data collection was similar to the first, changing just the manipulations. As implication, it was found results that if there was no discount the lower tends to be the term purchase propensity, in the same way that the first one. By the way, it was proven the that the produt type influenced in the credit payment. In the Experiment 3, it was sought to verify only the effects related to the type of products, with 4 experimental groups for both products, and a sample of 171 people. It was found a crossed product interaction effect when the type of product is hedonic, so there were greater variations in the average of credit purchase intentionwhen the product was utilitarian. It was also proven that the utilitarian product has a higher forward purchase intention, so the bigger the effect that was noticed by the product variation.

Due to important differences and risks in international trade, firms pay due attention to the legal background of their contractual relationships. To do this, they use a variety of contracts, the most important of which is the contract of sale. In this paper I will analyse two requisites of a contract of sale: the price and the terms of payment. The first part of the paper deals with the examination of the regulation of these requisites in the law of five selected countries and in the international law (the United Nations Convention on Contracts for the International Sale of Goods). In the second part I will compare two concrete contracts of sale and assess their quality. The last part is then devoted to the definition of the main problems of the examined regulation and to the search of their possible solutions.