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Industrial buying behavior in Iranian construction industry
2001 (English)Independent thesis Advanced level (degree of Master (One Year)), 10 credits / 15 HE creditsStudent thesis
Abstract [en]

The construction industry in Iran or even in the world plays a vital role in the economy. One of the main reason for this fact is, a lot of other industries are directly or indirectly dependent to this industry. This study deals with the industrial buying behavior of Iranian construction companies in purchasing wall-mounted gas package boiler. The aim of this study was to acquire better understanding of these companies buying decision process, identifying those who are involved in this decision process and the role that they play, and also to find out about their buying motives in choosing a supplier. In order to investigate the above issues we conducted a case study research in one of the leading Iranian construction companies (Omran-Zanjan). The data that were presented and analyzed were gathered using three research tools i.e., analysis of archival records, mail questionnaire, and in-depth interview with the company's purchasing manager. The findings of the study shows that • The buying decision process, basically, follows the same process suggested by the theory. Except that the determination of the characteristics and quality of the needed items and their desciption take place in one step. • In the buying decision process there are other steps such as, checking the credentials of the supplier(s). • All three buying situations exist in the industry, but 70% of the time modified rebuy takes place. • One of the most important issues in the buying center is that some of the members are outside the buying organization. • It was also found out that the most important influencer on the whole process is actually the consultant engineer(s). Due to the above findings, the study also shows that the supplying companies should design and implement a distinctively different special marketing tactics for each memeber of the buying center, particularly those outside the buying organization.

Place, publisher, year, edition, pages
Keyword [en]
Social Behaviour Law, buying behavior, Iran
Keyword [sv]
Samhälls-, beteendevetenskap, juridik
URN: urn:nbn:se:ltu:diva-48629ISRN: LTU-SHU-EX--01/063--SELocal ID: 60fd51ab-37d9-46db-9ebf-67682e141a35OAI: diva2:1021972
Subject / course
Student thesis, at least 15 credits
Educational program
Business Administration, master's level
Validerat; 20101217 (root)Available from: 2016-10-04 Created: 2016-10-04Bibliographically approved

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