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Article
Publication date: 6 March 2017

Dubravka Sinčić Ćorić, Ivan-Damir Anić, Sunčana Piri Rajh, Edo Rajh and Nataša Kurnoga

This paper aims to explore buying decision factors and approaches of companies operating in manufacturing industry in Croatia.

Abstract

Purpose

This paper aims to explore buying decision factors and approaches of companies operating in manufacturing industry in Croatia.

Design/methodology/approach

The data collected by company survey were analysed using exploratory and confirmatory factor analyses, cluster analysis and cross-tabulation analysis.

Findings

Results show that manufacturers are influenced by six distinctive factors when making purchasing decisions. These are supplier’s flexibility, supplier’s reliability, interdepartmental communication, top management support, routine purchases and buyer’s price sensitivity. Manufacturers can be classified in four different groups according to their buying decision-making patterns.

Practical implications

This paper provides a set of factors and approaches which might help selling companies and sales representatives understand the purchasing practices of buying company better, and develop adaptive selling approaches accordingly.

Originality/value

Based on a literature review and field research, an instrument of organizational buying behaviour was developed and tested in the Croatian manufacturing industry. The factors of organizational buying behaviour patterns were identified, and the typology of buying decision approaches applicable for manufacturing industry was developed.

Details

Journal of Business & Industrial Marketing, vol. 32 no. 2
Type: Research Article
ISSN: 0885-8624

Keywords

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Article
Publication date: 1 April 2003

Tanja Kesic´ and Suncana PiriRajh

This paper explores the existence of different food‐related lifestyle segments in the Republic of Croatia. Using international instruments and a cluster analysis…

Abstract

This paper explores the existence of different food‐related lifestyle segments in the Republic of Croatia. Using international instruments and a cluster analysis (joining‐tree clustering), five different segments were found which differ in buying motives, quality aspects of the food, buying decisions, cooking methods and consumption situations. They also differ in socio‐demographic characteristics. These segments, making up the following percentage of the population, were named: relaxed – 13 percent, traditionalists – 27 percent, modern – 32 percent, concerned –11 percent and hedonists – 17 percent. The names were determined by the main statements more frequently used by the families who belong to the respective segments. These segments are expected to change in the future, in size and in the characteristics of behaviour concerning food‐related lifestyles. Therefore, we plan to repeat the research in the year 2004. At the same time, we would like to compare these segments with those distinguished in developed European countries that have conducted similar research.

Details

British Food Journal, vol. 105 no. 3
Type: Research Article
ISSN: 0007-070X

Keywords

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Article
Publication date: 25 February 2014

Ivan-Damir Anić, Suncana Piri Rajh and Edo Rajh

This study aims to examine the impacts of demographic variables (gender, age, income, education) and food product involvement (FPI) on food-related consumer…

Abstract

Purpose

This study aims to examine the impacts of demographic variables (gender, age, income, education) and food product involvement (FPI) on food-related consumer decision-making styles (CDMS).

Design/methodology/approach

Original Sproles and Kendall's CSI instrument (1986) was applied in the food-product context. Data were collected using consumer phone survey. Eight separate regression analyses were conducted to test hypotheses. In each model independent variables were socio-demographic variables and FPI, while dependent variables were eight food-related CDMS.

Findings

Regression analyses indicate that each of food-related CDMS are affected by different antecedent variables. Perfectionism, high-quality consciousness was affected by gender, age, income and FPI; Brand consciousness by age, income and FPI; Novelty consciousness by FPI; Recreational, hedonistic shopping consciousness by gender, age and FPI; Price consciousness by age, education and income; Impulsiveness by age, education and income; Confusion by overchoice by education and FPI, and Brand loyalty by education, income and FPI.

Originality/value

The study applies modified Sproles and Kendall's CSI instrument (1986) in the food product context. The present study also provides a more definitive conclusion about the relationships between demographics, FPI and food-related CDMS. The analysis determined how demographics and FPI affect food-related CDMS.

Details

British Food Journal, vol. 116 no. 3
Type: Research Article
ISSN: 0007-070X

Keywords

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