The master thesis is written by Andreas Pettersson and concludes the author’s studies
in Industrial and Management Engineering with a focus on innovation and strategic
business development, Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
Purpose – The purpose of this master thesis is to identify critical factors and create guidelines for traditional consultant brokerage firms to stay competitive in a digital economy.
Methodology – This qualitative study with an abductive approach, gathered data primary from semi-structured interviews. A total 18 interviews were conducted with travel agency executives as well as buyers, sellers, and matchmakers of consultant services. Collected data were analyzed using thematic coding.
Findings – The main findings of this show that traditional matchmakers can take actions to stay competitive if a digital platform enters the market. In addition, the study suggests proactive and reactive measures that organizations can take to address these disruptive forces.
Theoretical implications – The study will provide an understanding of consultant brokerage and their function as a matchmaker in the marketplace. Besides, it will provide an insight into how some traditional matchmakers can survive in a digital economy.
Practical implications – This thesis will provide managers with concrete guidelines on how to react in the event of disintermediation of a matchmaker market.
Keywords – Disintermediation, Business strategy, Reintermediation, Matchmakers, Intermediates, Consultants, Brokers
Paper type – Master thesis