Buying behavior of EPC companies in sealing systems industries

This thesis deals with industrial buying behavior in the sealing systems in international oil and gas projects in Iran. International oil and gas projects and huge investments there, are very important. Thus, in order to not lag behind, marketers need to understand the buying behavior of organizations since this is a key to success when formulating marketing strategies. The aim of this thesis is to provide a better understanding of the supplier selection criteria and the dimensions and roles in the buying center for different buyclasses.

In order to achieve the purpose of this research, a multiple case study of the involved EPC companies in Iranian international oil and gas projects, OIEC and TIJD was conducted. The main source of empirical evidence consists of one personal interview performed at each company.

This study’s findings indicate that price and delivery are the most important supplier selection criteria and that number of people in a straight rebuy is same as modified rebuy. Consequently, the roles in the buying center in both modified and straight rebuy is same.

Author: Khodadadi, Babak; Naderi, Ali; Taghi Safari, Mohammad

Source: LuleƄ University of Technology

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