Industrial relationships

IF 1.1 Q4 MANAGEMENT

Management Pub Date : 2022-12-22 DOI:10.30924/mjcmi.27.2.11

A. Faganel, Bor Abramič, Danijel Bratina

引用次数: 0

Abstract

The paper discusses customers’ purchasing behavior in the industrial pumps market. Considering the increase in the global competition among suppliers, they must design and employ customer-oriented strategies to compete successfully in the market. The empirical analysis is based on the survey data from a sample of 133 industrial pump buyers. The importance of each of the supply factors that are important for a successful sales process is analyzed. The results show that the brand of industrial pumps has a statistically greater influence on smaller customers than on larger customers. The study contributes to the existing literature on purchase decision-making and industrial branding. A broader potential application of the results is discussed, and possible research directions in this area are presented at the end, given the limitations of this study.

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工业关系

本文讨论了工业泵市场中客户的购买行为。考虑到供应商之间的全球竞争的增加，他们必须设计和采用以客户为导向的战略，以在市场上竞争成功。实证分析基于133个工业泵购买者样本的调查数据。分析了每个供应因素的重要性，这些因素对成功的销售过程很重要。结果表明，工业泵的品牌对小客户的影响大于对大客户的影响。本研究对现有关于购买决策与产业品牌化的文献有所贡献。最后，鉴于本研究的局限性，讨论了研究结果的潜在应用前景，并提出了该领域可能的研究方向。

本文章由计算机程序翻译，如有差异，请以英文原文为准。

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来源期刊

Management MANAGEMENT-

CiteScore

1.50

自引率

8.00%

发文量

审稿时长

70 weeks

期刊介绍： The Journal deals with pressing problems, not only of general nature, but especially with those occurring in the countries in transition. In fact, it aims to cover functional issues, specific topics and general aspects of management related to all kinds of organizations – manufacturing and service companies, profit-making firms and non-profit organizations, private and public, as well as large and small enterprises.