Bachelor Thesis from the year 2014 in the subject Business economics - Supply, Production, Logistics, grade: 3,0, Campus02 University of Applied Sciences Graz (International Marketing und Sales Management), course: Sales Management, language: English, comment: Um die Anonymitat der befragten Unternehmen zu wahren, werden keine Gesprachsleitfaden veroffentlicht., abstract: Die vorliegende Arbeit beschaftigt sich im speziellen mit der Analyse des beschaffenden Unternehmens im Zuge eines Kaufprozesses auf Industriegutermarkten sowie der Frage wie bzw. ob Unternehmen diese Analysen in der Praxis...

This work deals particularly with the analysis of the buying company in the context of the purchasing process in industrial markets. Additionally, the study addresses the question of whether and how companies conduct these analyses on a practical level.The first section explains the specific characteristics of the industrial goods markets and depicts the influences on the buying- and selling center.The second section includes the buying types which strongly influence the size and the composition of the buying center.The third section deals with the buying center and the buying process as well...