Problem: The complexity of high-involvement products, especially when bought online needs further studying so that a merchant-consumer dialogue and information exchange is initiated. The opportunity for both merchants and consumers lies in the profits from these dia-logues and exchanges. Purpose: The purpose of this thesis is to investigate what specific features buy-ers in the traditional market believe are unsatisfactory or missing in the online market. Our findings will help us give suggestions on what actions online merchants might take in order to redistribute high-involvement purchases from the traditional market to the online mar-ket. Method: The data collection involves both a survey and interviews in order to assemble appropriate, justifiable and relevant data. In total, 150 peo-ple responded to the survey, and six of them were later objects to the in-depth interviews. To ensure that the collection of data was re-trieved consistently and reliably, and to avoid miss-interpretations, is-sues such as significance and reliability have been considered. Result: Almost twice as many respondents bought their laptop in the tradi-tional market. It is preferred due to; a rooted habit of making pur-chases traditionally, the tangibility of the product, more apparent communication with salespeople, stronger purchase sensations and instant transactions. Conclusion: The major features missing in the online market are; 1) the experien-tial sources and 2) the enjoyable sensations of a purchase found in a traditional purchase. The major unsatisfactory features include cus-tomer service, delivery and the complexity still adhered to online pur-chasing. The features have led consumers to hesitate and mistrust the online market in high-involvement purchases. In order to attain a re-distribution; buyers‟ hesitation has to be overcome and subsequently trust must be built in the capabilities of the online market.

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<p>Problem: The complexity of high-involvement products, especially when bought online needs further studying so that a merchant-consumer dialogue and information exchange is initiated. The opportunity for both merchants and consumers lies in the profits from these dia-logues and exchanges.</p><p>Purpose: The purpose of this thesis is to investigate what specific features buy-ers in the traditional market believe are unsatisfactory or missing in the online market. Our findings will help us give suggestions on what actions online merchants might take in order to redistribute high-involvement purchases from the traditional market to the online mar-ket.</p><p>Method: The data collection involves both a survey and interviews in order to assemble appropriate, justifiable and relevant data. In total, 150 peo-ple responded to the survey, and six of them were later objects to the in-depth interviews. To ensure that the collection of data was re-trieved consistently and reliably, and to avoid miss-interpretations, is-sues such as significance and reliability have been considered.</p><p>Result: Almost twice as many respondents bought their laptop in the tradi-tional market. It is preferred due to; a rooted habit of making pur-chases traditionally, the tangibility of the product, more apparent communication with salespeople, stronger purchase sensations and instant transactions.</p><p>Conclusion: The major features missing in the online market are; 1) the experien-tial sources and 2) the enjoyable sensations of a purchase found in a traditional purchase. The major unsatisfactory features include cus-tomer service, delivery and the complexity still adhered to online pur-chasing. The features have led consumers to hesitate and mistrust the online market in high-involvement purchases. In order to attain a re-distribution; buyers‟ hesitation has to be overcome and subsequently trust must be built in the capabilities of the online market.</p>

The aim of this thesis is to analyze benefits of Sales representative for a chosen company. As an Intern in the position of Sales representative in Procter&Gamble (in cooperation with p.k. Solvent), which is leader in the market, had the author chance to meet the organisation of direct sales and is offering thus to the reader of this thesis a successful model of direct sales, which is used in this company. First two captures are based on theoretical point of view of this matter. Further parts describe methods, which are used in P&G (p.k. Solvent). In those are companies described as a whole and give figure about organization of sales and pillar of the work of Sales representative -- Seven steps of business appointment. Next captures are oriented on an example which was taken from the month July 2010. Author is in the last part evaluating and summing up the real benefits of Sales Representative and is also suggesting possible ways for improvement. This thesis is mainly dedicated for a managers or companies who are thinking about implementing of direct sales model as an instrument of sales and also for team leaders who are already leading a group of SR.

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Esta investigación muestra la propuesta de mercado tradicional de abastos minorista como aquel espacio de encuentro que necesita el distrito de San Juan de Miraflores para establecer un lazo afectivo con su entorno. Para ello, se hizo la elección de la tipología, la justificación del lugar y el desarrollo del énfasis que guía el proyecto. Asimismo, se exponen las debilidades de los mercados minoristas agudizadas por la emergencia sanitaria como la infraestructura deficiente y la presencia del comercio informal en sus alrededores, y las carencias del distrito como la falta de espacios públicos, áreas verdes, integración social y sentido de identidad. Posteriormente, se muestran los objetivos trazados y la función que desea cumplir la propuesta como espacio público de calidad. Finalmente, la propuesta permite visibilizar que, a nivel nacional, no existe un modelo de mercado que logre integrar el espacio público y las áreas verdes en su diseño, por lo que la presente investigación propone un nuevo concepto de mercado tradicional. / This research shows the traditional retail supply market proposal as that meeting space that the San Juan de Miraflores district needs to establish an affective bond with its environment. For this, the choice of typology, the justification of place and the development of the emphasis that guides the project were made. Furthermore, the weaknesses of the retail markets aggravated by the health emergency such as deficient infrastructure and the presence of informal commerce in the surroundings, and the district's lacks such as public spaces, green areas, social integration and sense of identity were exposed. Subsequently, the objectives outlined and the role that the proposal wishes to fulfil as a quality public space are shown. Finally, the proposal proves that, at a national level, there is no market model that manages to integrate public space and green areas into its design, so this research proposes a new traditional market concept. / Trabajo de investigación