A Study of the Purchase Decision Attributes in the Organizational Purchase Context

Authors

  • Gabriel Sperandio Milan UCS - Universidade de Caxias do Sul
  • Thiago Francisco Amado UCS - Universidade de Caxias do Sul
  • Luciene Eberle UCS - Universidade de Caxias do Sul
  • Fernanda Lazzari UCS - Universidade de Caxias do Sul
  • Deonir De Toni UCS - Universidade de Caxias do Sul

Keywords:

Organizational purchase, Purchase decision process, Purchase decision attributes.

Abstract

The present study aims to examine in greater depth the customer-supplier relationship, highlighting the main concepts on the subject: Organizational Consumer Behavior. The research was implemented through individual in-depth interviews, with companies in the segments of industry, trade and services, from small to large. The supplier goodwill, associated with low cost, and delivery time, were the most important attributes to respondents. Moreover, the strength of the results, combined with its solid theoretical foundations, encourages managers to invest on the selection capabilities. Despite all the information collected, both theoretical framework and qualitative research implemented, it is certain that the suppliers should be aware, and use of all possible attributes to achieve success in their negotiations and, above all, maintain a long and healthy relationship with your customers.

Author Biographies

Gabriel Sperandio Milan, UCS - Universidade de Caxias do Sul

Doutor em Engenharia de Produção na Área de Sistemas de Qualidade pela UFRGS - Universidade Federal do Rio Grande do Sul. Professor e pesquisador da UCS - Universidade de Caxias do Sul. Consultor de empresas na área de estratégia e mercado.

Thiago Francisco Amado, UCS - Universidade de Caxias do Sul

Especialista em Planejamento e Gestão de Vendas pela UCS - Universidade de caxias do Sul.

Luciene Eberle, UCS - Universidade de Caxias do Sul

Doutora em Administração pela associação ampla UCS - Universidade de Caxias do Sul / PUC-RS - Pontifícia Universidade Católica do Rio Grande do Sul. Professora e pesquisadora da UCS - Universidade de Caxias do Sul.

Fernanda Lazzari, UCS - Universidade de Caxias do Sul

Doutora em Administração na Área de Marketing pela UFRGS - Universidade Federal do Rio Grande do Sul. Professora e pesquisadora da UCS - Universidade de Caxias do Sul.

Deonir De Toni, UCS - Universidade de Caxias do Sul

Doutor em Administração na Área de Marketing pela UFRGS - Universidade Federal do Rio Grande do Sul. Professor e pesquisador da UCS - Universidade de Caxias do Sul.

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Published

2014-11-06

How to Cite

Milan, G. S., Amado, T. F., Eberle, L., Lazzari, F., & De Toni, D. (2014). A Study of the Purchase Decision Attributes in the Organizational Purchase Context. Scientia Plena, 10(11). Retrieved from https://scientiaplena.emnuvens.com.br/sp/article/view/1900

Issue

Vol. 10 No. 11 (2014): November/Novembro 2014

Section

Articles

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