Faculty of Commerce, Law and Management

Permanent URI for this communityhttps://wiredspace.wits.ac.za/handle/10539/3922

For information on accessing Faculty of Commerce, Law and Management content please contact your Faculty Librarian

Browse

Filters

20112

Settings

Subject: search.filters.subject.Purchasing

Search Results

Now showing 1 - 2 of 2
  • Thumbnail Image
    Item
    Purchase Decision Criteria for
    (2011-06-08) Rein, Neil
    The research was undertaken to determine the critical success factors in the marketing of industrial projects by assessing the rating of these factors by project purchasers and project suppliers in South Africa. Potential critical success factors were identified from literature from the fields of business to business marketing, organisational purchasing, marketing and purchasing of professional services, relationship marketing and project marketing itself. A questionnaire was compiled to assess the rating of the factors by both project purchasers and project suppliers. Responses were received from 38 individuals representing project purchasing companies and 34 individuals representing project supplying companies. Responses to the questionnaires were analysed and compared using a distribution fitting algorithm approach. Twelve of the 15 factors identified from the literature were found to be significantly important critical success factors and a generic project marketing mix consisting of the following factors was proposed: · Product and solution offering · Price · Physical evidence · People · Processes · Productivity and time - related issues · Reputation · Relationships · Previous experience · References and referrals · General capacity · Quality - iii - - Some differences were found in the rating of constructs underlying these factors by project purchasers compared to project suppliers in South Africa
  • Thumbnail Image
    Item
    The impact of brand equity and product augmentation on purchasing industrial commodities.
    (2011-03-10) Alexander, Nicholas Stewart
    The purpose of this research was to establish the impact of brand equity and product augmentation on purchase decisions involving industrial commodities. The field of investigation was that of industrial tyres in the South African open cast mining industry and the sample was extracted from buying centre members who purchased tyres for earthmoving equipment for use on coal mines in the Mpumalanga Province of South Africa. Literature pertaining to commodity products, brand concepts and consumer brands forms the basis of the literature review; whereafter specific study on industrial branding and the buying centre were explored. The research method used was a conjoint analysis experiment which was constructed following a series of pilot studies to determine the key factors in industrial tyre procurement. The findings were that brand was indeed considered of primary importance in tyre procurement, demonstrated by each buying centres' willingness to pay a premium price for their preferred brand of tyre. Product durability and price were second and third in importance respectively. The augmented product attributes of delivery lead time and technical support were considered least important of the five attributes. These results have important implications for mining company procurement departments as well as tyre suppliers. Mining companies may be paying premium prices for tyres which are a considerable cost element in running expenses for heavy machinery. On the other hand, well known tyre supply companies may be able to expand their market share and improve profitability through the use of this information.