Att sälja sin bostad kan vara en lång och jobbig process för vissa där valet av tillvägagångssätt kan vara svårt. Den traditionella mäklartjänsten har länge dominerat på marknaden men har på senare år utmanats av liknande tjänster såsom internetmäklare och hybridmäklare. Det som skiljer dessa åt är bland annat arvodet och vad säljaren gör själv. Ett annat substitut som har funnits länge är möjligheten att sälja bostaden privat, dock har det blivit mindre vanligt med åren. Syftet med uppsatsen har varit att redogöra för de olika substitut som finns till den traditionella mäklartjänsten, den geografiska spridningen av dessa substitut samt hur konsumenten tänker vid försäljning av en privatbostad. För att besvara detta syfte har både en kvantitativ och kvalitativ metod använts. Den kvantitativa delen består av en enkätstudie samt sammanställning av data, och den kvalitativa består av fem intervjuer. Utifrån den information och data som tagits fram går det att se att den traditionella mäklartjänsten fortfarande är mest efterfrågad. Enligt enkäten är det många som vet att det finns internetmäklare men har aldrig övervägt att använda den tjänsten själva. De stora anledningarna till detta var att konsumenten ville ha en mäklare med stor lokalkännedom, personlig kontakt och någon att lämna över hela processen till. Internetmäklarna och hybridmäklaren som har undersökts i den här uppsatsen har alla fasta, lägre arvoden än den traditionella mäklaren. På frågan om hur respondenten skulle gå tillväga vid försäljning av bostad i framtiden svarade många att det beror på prisskillnaden mellan alternativen. Det innebär således att när de ska sälja i framtiden kommer de få koppla arvodet till den egna arbetsinsatsen, och därmed avgöra hur mycket det är värt att göra själv för att spara pengar. Resultaten i uppsatsen visar även att internetmäklaren och substitutet ”sälja privat” är vanligare på glesbygden där tillgängligheten till en traditionell mäklare är begränsad. Vidare forskning i ämnet skulle kunna vara att dyka djupare i att undersöka den geografiska spridningen i användandet av substituten till den traditionella mäklartjänsten och tydligare klarlägga vad dessa skillnader beror på. / Selling a home can for some people be a long and tough process where the choice of approach can be difficult. The traditional brokerage service has dominated for a long time but has in recent years been challenged by similar services such as internet- and hybrid brokers. The difference between these are for example the commission and what the sellers do themselves. Another substitute that has been an option for a long time is the possibility of selling the home without a broker, however this has become less common over the years. The purpose of this essay has been to describe the different substitutes for the traditional brokerage service, the geographic spread of these substitutes and how the consumer thinks when selling an accommodation. The method that has been used to answer the purpose have been both quantitative and qualitative. The quantitative part consists of a survey and assembly of data, and the qualitative consists of five interviews. From the information and the data that has been gathered for this essay it can be seen that the traditional brokerage service still is the most requested. According to the survey there are a lot of people who know that internet brokers exist but have never considered using that service themselves. The most common reasons for this were that the consumer wanted a broker with great knowledge of the area, a personal connection and someone that handles the entire process. The internet brokers and the hybrid broker that have been examined in this essay all have fixed, lower fees compared to the traditional broker. For the question regarding how the respondent would go about when selling an accommodation in the future a lot of people answered that it depends on the price difference between the options. This means that when they are selling their home in the future they will have to connect the commission to the own work effort, and decide how much is worth doing themselves to save money. The results of this essay also show that the internet broker and the “private seller” are more common in rural areas where the accessibility of a broker is limited. Further research in this subject could for example be to examine the geographic spread even more when it comes to the usage of the substitutes to the traditional brokerage service and clarify the reasons for that.

Titel: En kvalitativ studie som beskriver betydelsen av fastighetsmäklares sätt att kommunicera med bostadssäljare. Bakgrund med frågeställning: Framgångsrika relationer är något som många bolag strävar efter att uppnå för att skapa vinstfördelar. Förmågan att åstadkomma en önskad och ömsesidig relation har därför blivit allt viktigare på en alltmer konkurrenskraftig marknad för att skapa konkurrensfördelar. Detta gäller även för en fastighetsmäklare då fastighetsbolag numera erkänner att det är den enskilde anställde som är varumärket utåt mot bolagets kunder. Detta leder studien till en frågeställning: A) ”Vad utgör att en fastighetsmäklare ger ett bra intryck vid ett första möte gällande bostadsförsäljning?” B) “Vad ger till resultat att specifik fastighetsmäklare blir vald att förmedla en bostad?” Syfte: Syftet med denna studie är att bidra med samhällsnytta och ge lärdom till fastighetsmäklare huruvida de kan förbättra och anpassa sin kommunikation till en säljare gällande försäljning av bostad. Metod: Studien har utförts med ett deduktivt tillvägagångssätt genom en kvalitativ ansats. Det empiriska materialet är konstruerat av tio intervjuer. Resultat: A) Ett bra intryck utgör den fastighetsmäklare som tar sig tid för en säljare och bostad vid mötet. Likaså en fastighetsmäklare som är positiv till säljarens bostad och person samt verkar trivas i säljarens sällskap. Detta bidrar till att säljaren känner sig lugn, trygg och positiv. Egenskaper som ger ett bra intryck uppfattas som bland annat, vänlig, ödmjuk och transparant. B) Valet av fastighetsmäklare resulterar i en emotionell aspekt med en fastighetsmäklare som ger ett bra intryck. Valet resulterar även i en rationell aspekt med en fastighetsmäklare som sålt många bostäder i närområdet med goda recensioner efter slutförda försäljningar. Vidare en fastighetsmäklare som är engagerad, har intressenter till visningen och som ger ett realistiskt slutpris inför försäljningen. / Title: A qualitative study that describes the importance of a real estate agent's way of communicating with home sellers. Background and research question: Successful relationships are something that many companies strive to achieve to create profit benefits. The ability to achieve a desired and reciprocal relationship has therefore become increasingly important in an increasingly competitive market to create competitive advantages. This also applies to a real estate agent as real estate companies now acknowledge that it is the individual employee who is the brand externally towards the company's customers. This leads the study to a question: A) "What does it mean that a real estate agent gives a good impression at a first meeting regarding home sales?" B) "What gives the result that a specific real estate agent is chosen to mediate a home?"Purpose: The purpose of this study is to contribute to the benefit of society and provide lessons to real estate agents on whether they can improve and adapt their communication to a seller regarding the sale of a home. Methodology: The study has been carried out with a deductive approach through a qualitative approach. The empirical material is constructed from ten interviews. Results of the study: A) A good impression is made by the real estate agent who takes time for a seller and home at the meeting. Likewise, a real estate agent who is positive about the seller and the home and seems to thrive in the seller's company. This helps the seller feel calm, secure and positive. Properties that give a good impression are for instance perceived as friendly, humble and transparent. B) The choice of real estate agent results in an emotional aspect with a real estate agent that gives a good impression. The choice also results in a rational aspect with a real estate agent who sells a lot of homes in the local area with good reviews after completed sales. Furthermore, a real estate agent who is committed, has stakeholders for the show and who gives a realistic final price before the sale.

In recent years, there have been incidents which decreased people's trust in some organizations and authorities responsible for ratings and accreditation. For a few prominent examples, there was a security breach at Equifax (2017), misconduct was found in the Standard & Poor's Ratings Services (2015), and the Accrediting Council for Independent Colleges and Schools (2022) validated some of the low-performing schools as delivering higher standards than they actually were. A natural solution to these types of issues is to decentralize the relevant trust management processes using blockchain technologies. The research problems which are tackled in this thesis consider the issue of trust in reputation for assessment and review credibility at different angles, in the context of blockchain applications. We first explored the following questions. How can we trust courses in one college to provide students with the type and level of knowledge which is needed in a specific workplace? Micro-accreditation on a blockchain was our solution, including using a peer-review system to determine the rigor of a course (through a consensus). Rigor is the level of difficulty in regard to a student's expected level of knowledge. Currently, we make assumptions about the quality and rigor of what is learned, but this is prone to human bias and misunderstandings. We present a decentralized approach that tracks student records throughout the academic progress at a school and helps to match employers' requirements to students' knowledge. We do this by applying micro-accredited topics and Knowledge Units (KU) defined by NSA's Center of Academic Excellence to courses and assignments. We demonstrate that the system was successful in increasing accuracy of hires through simulated datasets, and that it is efficient, as well as scalable. Another problem is how can we trust that the peer reviews are honest and reflect an accurate rigor score? Assigning reputation to peers is a natural method to ensure correctness of these assessments. The reputation of the peers providing rigor scores needs to be taken into account for an overall rigor of a course, its topics, and its tasks. Specifically, those with a higher reputation should have more influence on the total score. Hence, we focused on how a peer's reputation is managed. We explored decentralized reputation management for the peers, choosing a decentralized marketplace as a sample application. We presented an approach to ensuring review credibility, which is a particular aspect of trust in reviews and reputation of the parties who provide them. We use a Proof-of-Stake based Algorand system as a base of our implementation, since this system is open-source, and it has a rich community support. Specifically, we directly map reputation to stake, which allows us to deploy Algorand at the blockchain layer. Reviews are analyzed by the proposed evaluation component using Natural Language Processing (NLP). In our system, NLP gauges the positivity of the written review, compares that value to a scaled numerical rating given, and determines adjustments to a peer's reputation from that result. We demonstrate that this architecture ensures credible and trustworthy assessments. It also efficiently manages the reputation of the peers, while keeping reasonable consensus times. We then turned our focus on ensuring that a peer's reputation is credible. This led us to introducing a new type of consensus called "Proof-of-Review". Our proposed implementation is again based on Algorand, since its modular architecture allows for easy modifications, such as adding extra components, but this time, we modified the engine. The proposed model then provides a trust in evaluations (review and assessment credibility) and in those who provide them (reputation credibility) using a blockchain. We introduce a blacklisting component, which prevents malicious nodes from participating in the protocol, and a minimum-reputation component, which limits the influence of under-performing users. Our results showed that the proposed blockchain system maintains liveliness and completeness. Specifically, blacklisting and the minimum-reputation requirement (when properly tuned) do not affect these properties. We note that the Proof-of-Review concept can be deployed in other types of applications with similar needs of trust in assessments and the players providing them, such as sensor arrays, autonomous car groups (caravans), marketplaces, and more.

To regulate and facilitate are the main functions of legal rules. These purposes are achieved by a harmonised legal system by which the law becomes identical in numerous jurisdictions. The process to unify the law of sale internationally started in the 1920s and culminated, in 1988, in the implementation of the CISG. This Convention intends to provide clarity for most international sales transactions by regulating the formation of contracts, and the rights and obligations of the seller and the buyer resulting from the contract. The CISG has these days enjoyed much ratification and influenced a number of legislation reforms worldwide. Despite the role it played during the drafting process of the CISG, the DRC has not yet ratified it. Instead, the country continued to rely, until recently, on colonial legislations which had become out-dated, and inadequate to meet modern international sales contracts requirements. The situation appears to have been improved a year ago as the effect of the adoption of OHADA law whose Commercial Act is largely inspired by the CISG. Because the introduction of OHADA law in the DRC is very recent, this study intends to assess the current state of Congolese sales law by comparing it with the CISG and South African law, which is non-CISG but modernised. The comparative study aims at establishing whether current Congolese law, as amended by OHADA law, is sufficient or has shortcomings; if it has some, it aims to identify those shortcomings, and make suggestions for their improvements. After discussion, it has been discovered that the ratification of OHADA law has significantly improved Congolese domestic sales law. Given that there remain certain unresolved shortcomings in Congolese international sales law, however, the study ends by a proposal for the accession of the DRC to the CISG in order to fill them. / Mercantile Law / LLD

Responsabilité du fait du produit c’est le nom, donné à un domaine de droit concernant la responsabilité des personnes qui s’occupent à fabriquer et vendre ou distribuer par d’autres moyens des produits pour les différents sorts des dommages causés aux consommateurs et même aux tierces personnes par les défauts de sécurité de ces produits. Cette responsabilité est une responsabilité sans faute qui va au-delà distinction traditionnelle entre la responsabilité contractuelle ou extra-contractuelle. Il existe différents modèles de la responsabilité du fait des produits défectueux dans le monde. Parmi eux le droit américain et le droit européen de la responsabilité du fait des produits sont particulièrement significatifs. Aux Etats-Unis la section 402A de la seconde restatement of torts déterminait le régime de la responsabilité du fait des produits. En 1998 l’institut de droit américain a publié la troisième restatement of torts sous le nom de la responsabilité du fait des produits, ce qui est censé de remplacer la section 402A de la seconde restatement of torts. En Europe, la directive communautaire numéro (85/374/CEE) du conseil du 25 juillet 1985 relative au rapprochement des dispositions législatives, réglementaires et administratives des États membres en matière de responsabilité du fait des produits défectueux constitue le droit spécial des états membres en matière de la responsabilité du fait des produits défectueux. Cette directive a été transposée en droit français par la loi du 19 mai 1998 sous la forme des articles 1386-1 à 1386-18 du code civil français. La faute constitue la seule base légale de la responsabilité civile des vendeurs et des fabricants des produits défectueux en droit iranien. Pour résoudre les conflits de lois et des juridictions qui résultent de l’exportation de produits au niveau international on peut mettre œuvre les conventions et les règlements internationales qui ont été élaborées en la matière ainsi que le droit commun des conflits des lois et des juridictions des pays. / Products liability is the name of a field of law concerning the liability of persons who are engaged in the business of selling or otherwise distributing products who sell or distribute a defective product for harm to persons or property caused by the defect. They are strictly liable. Their liability is a kind of liability which goes beyond the traditional distinction between the contractual and tortious liability. The United-States of America and European Union have the most developed products liability laws in the world. In the United-States the American Law Institute memorialized precedential rule of strict products liability in tort in §402A of the Second Restatement of Torts, and officially promulgated it in 1965. In 1992, the American Law Institute began working on a new Restatement (Third) of Torts on the specific topic of products liability law, approving the new Restatement in 1997 and publishing it in 1998 as The Restatement (Third) of Torts: Products Liability. In Europe, Council Directive of 25 July 1985 on the approximation of the laws, regulations and administrative provisions of the Member States concerning liability for defective products (85/374/EEC) constitutes specific law of products liability of European Union member states. This directive has been transposed in French law by 19 May 1998 act and formed articles 1386-1 to 1386-18 of civil code. Fault is the only legal basis of Iranian products liability law. For solving conflicts of laws and jurisdictions which arise from international trade of products and determining the applicable law and competent jurisdiction we can implement international conventions and regulations which have been elaborated on this subject as well as traditional rules of conflicts of laws and jurisdictions of the countries.

To regulate and facilitate are the main functions of legal rules. These purposes are achieved by a harmonised legal system by which the law becomes identical in numerous jurisdictions. The process to unify the law of sale internationally started in the 1920s and culminated, in 1988, in the implementation of the CISG. This Convention intends to provide clarity for most international sales transactions by regulating the formation of contracts, and the rights and obligations of the seller and the buyer resulting from the contract. The CISG has these days enjoyed much ratification and influenced a number of legislation reforms worldwide. Despite the role it played during the drafting process of the CISG, the DRC has not yet ratified it. Instead, the country continued to rely, until recently, on colonial legislations which had become out-dated, and inadequate to meet modern international sales contracts requirements. The situation appears to have been improved a year ago as the effect of the adoption of OHADA law whose Commercial Act is largely inspired by the CISG. Because the introduction of OHADA law in the DRC is very recent, this study intends to assess the current state of Congolese sales law by comparing it with the CISG and South African law, which is non-CISG but modernised. The comparative study aims at establishing whether current Congolese law, as amended by OHADA law, is sufficient or has shortcomings; if it has some, it aims to identify those shortcomings, and make suggestions for their improvements. After discussion, it has been discovered that the ratification of OHADA law has significantly improved Congolese domestic sales law. Given that there remain certain unresolved shortcomings in Congolese international sales law, however, the study ends by a proposal for the accession of the DRC to the CISG in order to fill them. / Mercantile Law / LL. D.

Le futur d'une entreprise est garanti par sa capacité à créer de nouvelles relations commerciales. Le développement de son patrimoine de clients lui assure autonomie, pérennité et visibilité. Cette action de conquête est souvent confiée à la force de vente. Le vendeur semble le levier le plus efficace pour accroître la valeur et le nombre des nouveaux clients. Notre recherche a pour objet de définir et de comprendre le processus de la première relation commerciale entre un client et un vendeur. Ce mécanisme de la vente initiale est éclairé par la formalisation d'un modèle et la formulation d'hypothèses qui sont testées quantitativement sur un échantillon de 81 acheteurs professionnels et de 323 commerciaux. Une vente initiale performante satisfait des motivations économiques et sociales pour le client et pour le vendeur. Elle assure le transfert d'un bien mais aussi la réalisation d'un lien social. L'efficacité d'une première relation commerciale s'illustre par la combinaison de dimensions transactionnelles et relationnelles. Notre travail porte sur l'influence positive d'antécédents transactionnels et de préalables relationnels sur la performance d'une vente initiale pour la dyade client-vendeur. La confiance, la qualité de la relation et l'humour médiatisent les liens entre ces antécédents et la performance de la vente initiale. Ce processus est dynamique car marqué par l'influence positive des étapes de la vente initiale. Nos contributions enrichissent le corps théorique de la vente et la démarche méthodologique de recherche en vente. Pour le manager, notre recherche offre de multiples applications permettant d'accroître l'efficacité de la prospection commerciale des forces de vente. / The future of a company is guaranteed by its ability to create new business relationships. The development of a repeating customer base assures autonomy, sustainability and visibility. This action of conquest often relies on the sales force. The salesman appears to be the key element to increase the value and number of new customers. Our research aims at defining and understanding the process of the first commercial relationship between a customer and a salesman. The mechanism of the initial sale is illustrated by the formalization of a model and assumptions are tested quantitatively on a sample of 81 buyers and 323 salesmen. A successful initial sale meets the economic and social expectations of the customer and the salesman. It ensures the transfer of property but also the creation of a social bond. The success of an initial business relationship is illustrated by the combination of transactional and relational dimensions. Our research focuses on the positive effects of transactional and relationship factors for both customers and salesmen on the rate of success of an initial sale. The trust, the quality of the relationship, humor, enhance the relationship between these antecedents and the success rate of the initial sale. This is a dynamic process influenced by each positive step of the initial sale. Our contributions give value to the theoretical structure of the sale and methodological approach to research sales. For the manager, our work offers multiple solutions to increase the efficiency of business development sales force.

The reason, why I had chosen for my diploma work topic The Relationship between seller and customer, is this time, when powerful competition press upon the firms to improve quality of their products or services, the top management is aiming at the quality of communication with customers, too. They are aware of that good or bad relationship with customer may determine if the firm will be successful or not. For it is necessary to train and motivate employee who communicate with customer, but first-rate direction by management too and to created positive firm cultural which will motivate the employees to longtime and high-quality work and affect at customers, too. In my diploma work I had aimed at factors which motivate customers but employees and management too. The employees and top management, they are links of firm which have influence to work and results of enterprise. In the first part of my work I had aimed at these factors general. I had analysed them and my result is that this factors really influence the relationship between seller and customer. In the second part of my work I had analysed these factors in elected enterprises. For synthesis and comparison of results of firms I had chosen the form of many-criterion rate.

The thesis is focused on the simulation of the tax burden in the real estate business. The first part is devoted to the theory that describes the various taxes associated with this trade and their evolution. In the second part is simulated evolution of the tax burden and the tax burden is calculated for the year 2013 from the perspective of the seller, the buyer or tenant. This calculation is then divided according to whether the seller, buyer or lessor natural person, legal person or self-employed. At the end of the work are given further opportunities to acquire property and related taxes.

This thesis is focused on tax issue, witch relates to real property trading. In the theoretical part of the thesis I describe the basic terms and deal with individual tax, which is related to the mentioned tax. In the context of the thesis will be compared to the tax burden for selected model situations that may arise in the sale, purchase or lease of real property. This load will be examined from the point of view of physical persons, to self-employed persons and also legal persons.