Organizational buying decision approaches in manufacturing industry : developing measures and typology (CROSBI ID 222645)
Prilog u časopisu | izvorni znanstveni rad | međunarodna recenzija
Podaci o odgovornosti
Sinčić Ćorić, Dubravka ; Anić, Ivan-Damir ; Piri Rajh, Sunčana ; Rajh, Edo ; Kurnoga, Nataša
engleski
Organizational buying decision approaches in manufacturing industry : developing measures and typology
Purpose – This paper aims to explore buying decision factors and approaches of companies operating in manufacturing industry in Croatia. Design/methodology/approach – The data collected by company survey were analysed using exploratory and confirmatory factor analyses, cluster analysis and cross-tabulation analysis. Findings – Results show that manufacturers are influenced by six distinctive factors when making purchasing decisions. These are supplier’s flexibility, supplier’s reliability, interdepartmental communication, top management support, routine purchases and buyer’s price sensitivity. Manufacturers can be classified in four different groups according to their buying decision-making patterns. Practical implications – This paper provides a set of factors and approaches which might help selling companies and sales representatives understand the purchasing practices of buying company better, and develop adaptive selling approaches accordingly. Originality/value – Based on a literature review and field research, an instrument of organizational buying behaviour was developed and tested in the Croatian manufacturing industry. The factors of organizational buying behaviour patterns were identified, and the typology of buying decision approaches applicable for manufacturing industry was developed.
Manufacturing industry ; Typology ; Business-to-Business marketing ; Multivariate analysis ; Organizational buying behaviour
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Podaci o izdanju
32 (2)
2017.
227-237
objavljeno
0885-8624
10.1108/JBIM-10-2014-0214