A RESEARCH ON THE DETERMINATION OF INDUSTRIAL PURCHASE DECISION PROCESS FACTORSAbstract views: 67 / PDF downloads: 168
The place where buyers and sellers come together to exchange their goods is called the market. According to another definition, the market; Groups of individuals or organizations that need products in a product class and have the will, ability, and authority to purchase those products (Pride, Ferrel, Lukas, Schembri and Niininen, 2015:588). Markets are basically considered in two groups as consumer markets and industrial markets. While consumer markets are markets for direct consumption, Industrial markets are the markets where the goods and services that are not directly consumption-oriented, based on the act of purchasing in order to produce another good or service, and which must be used to produce a different need are marketed, bought and sold, that is, where industrial buyers are present (Mucuk, 1997:72). Due to this feature, the purchasing decision process and the factors in this process also differ in industrial markets. Although the industrial purchasing decision process, which is generally taken as rational, has been defined in the literature, there is no generally accepted scale to determine the factors affecting the decisions in this process. In this research, it was aimed to develop a basic scale on the determination of the purchasing decision process factors of automotive supplier industry manufacturers in Kocaeli. It is aimed to use the basic level scale obtained as a result of the research in order to be developed in researches to be conducted in this field.