Buyer-Seller Relationship in Public Procurement: A Case Study in the Defense Industry from the Sellers Perspective

Abstract: This thesis aims to study the buyer-seller relationship in public procurement from the perspective of the seller. The study has described how a company in the defence industry defines their relationship with governments. With the use of a frame of reference together with open-ended face-to-face interviews and through data analysis the study was able to describe and to some content explains the buyer-seller relationship in public procurement. In conclusion companies defines their relationship with governments as long-term relationship, the study also showed that trust upon the supplier had an impact when choosing products. Lastly education of the customer is too an extent needed in order to get an understanding of the customer’s requirement.