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Industrial buying behavior: case studies of industrial customers of heavy trucks
2003 (English)Independent thesis Advanced level (professional degree), 20 credits / 30 HE creditsStudent thesis
Abstract [en]

This thesis deals with Industrial Buying Behavior within Swedish haulage companies. The aim is to increase the understanding of the composition, the roles, and the influence that affects this behavior and also to examine what factors that are most important for the selection of supplier when purchasing a heavy truck. The following research was conducted in several steps to accomplish the defined purpose. First, a literature study that laid the theoretical foundation for the continuing work. Then a research strategy was defined and an appropriate data collection method was chosen. For this thesis case studies were chosen, followed by the gathering of necessary data through focused interviews and reviewing of existing material. Finally, the information was analyzed through both a with-in case analysis and a cross- case analysis, leading to conclusions and final recommendations. The finding indicates that there exist differences in the buying process depending on the character of the company, “for hire” or “own account”. Own account (part of other business) has a more fragmented buying process than the for hire companies. The buying center is also smaller at own account firms than within the for hire companies, and because of this the extensivity, vertical and lateral involvement and connectedness is also lower. This derives from the fact that the haulage activity is not the core business within the own account firms. When selecting a supplier the aftermarket agreements distinguish as the most important criteria. In addition to aftermarket, fuel-consumption, environmental performance and uptime were also mentioned to have an effect on the choice of supplier. Among the interviewed companies, the political/legal authorities are perceived as the most influential factor that affects their buying behavior. Ecological factors is also a decisive, but is not viewed as separate from political/legal since it is regarded to derive directly from these authorities.

Place, publisher, year, edition, pages
Keyword [en]
Technology, Industrial Buying Behavior, Organizational Buying Behavior, Consumer Behavior
Keyword [sv]
URN: urn:nbn:se:ltu:diva-49506ISRN: LTU-EX--03/095--SELocal ID: 6d68ea89-1d18-49b2-a867-d813ad9761a7OAI: diva2:1022853
Subject / course
Student thesis, at least 30 credits
Educational program
Mechanical Engineering, master's level
Validerat; 20101217 (root)Available from: 2016-10-04 Created: 2016-10-04Bibliographically approved

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