{"title":"工业关系","authors":"A. Faganel, Bor Abramič, Danijel Bratina","doi":"10.30924/mjcmi.27.2.11","DOIUrl":null,"url":null,"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.","PeriodicalId":47182,"journal":{"name":"Management","volume":null,"pages":null},"PeriodicalIF":1.1000,"publicationDate":"2022-12-22","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":"0","resultStr":"{\"title\":\"Industrial relationships\",\"authors\":\"A. Faganel, Bor Abramič, Danijel Bratina\",\"doi\":\"10.30924/mjcmi.27.2.11\",\"DOIUrl\":null,\"url\":null,\"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.\",\"PeriodicalId\":47182,\"journal\":{\"name\":\"Management\",\"volume\":null,\"pages\":null},\"PeriodicalIF\":1.1000,\"publicationDate\":\"2022-12-22\",\"publicationTypes\":\"Journal Article\",\"fieldsOfStudy\":null,\"isOpenAccess\":false,\"openAccessPdf\":\"\",\"citationCount\":\"0\",\"resultStr\":null,\"platform\":\"Semanticscholar\",\"paperid\":null,\"PeriodicalName\":\"Management\",\"FirstCategoryId\":\"1085\",\"ListUrlMain\":\"https://doi.org/10.30924/mjcmi.27.2.11\",\"RegionNum\":0,\"RegionCategory\":null,\"ArticlePicture\":[],\"TitleCN\":null,\"AbstractTextCN\":null,\"PMCID\":null,\"EPubDate\":\"\",\"PubModel\":\"\",\"JCR\":\"Q4\",\"JCRName\":\"MANAGEMENT\",\"Score\":null,\"Total\":0}","platform":"Semanticscholar","paperid":null,"PeriodicalName":"Management","FirstCategoryId":"1085","ListUrlMain":"https://doi.org/10.30924/mjcmi.27.2.11","RegionNum":0,"RegionCategory":null,"ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":null,"EPubDate":"","PubModel":"","JCR":"Q4","JCRName":"MANAGEMENT","Score":null,"Total":0}
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.
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.
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