Izvorni znanstveni članak
Exploration of Factors Influencing the Customers’ Motivation in Buyer-supplier Relationships on Industrial Markets
Bernd Markus Zunk
; Institute of Business Economics and Industrial Sociology, Working Group „Industrial Marketing, Purchasing and Supply Management“, Graz University of Technology, Austria
Sažetak
To gain a competitive advantage on industrial markets, suppliers need to understand what motivates their customers to collaborate in long-term buyer-supplier relation‐ships. Therefore, this paper presents (i) a literature-based model of a 12-part industrial customers’ motivation profile, and (ii) empirical findings from an explorative survey of 118 decision makers in the purchasing departments of firms
in the technology sector. The results indicate that, “the optimum value for money”, “the holistic problem-solving capability of the suppliers and their high degree of performance” and “the good assistance in economically hard times in the past, which has led to a feeling of gratefulness” are all of great importance to industrial customers for building and maintaining relationships.
Ključne riječi
Motivation; Industrial Customer; Technology Sector; Buyer-supplier Relationship Management
Hrčak ID:
157601
URI
Datum izdavanja:
1.1.2015.
Posjeta: 894 *