Purchase Decision Criteria for
The research was undertaken to determine the critical success factors in themarketing of industrial projects by assessing the rating of these factors by projectpurchasers and project suppliers in South Africa.Potential critical success factors were identified from literature from the fields ofbusiness to business marketing, organisational purchasing, marketing andpurchasing of professional services, relationship marketing and project marketingitself.A questionnaire was compiled to assess the rating of the factors by both projectpurchasers and project suppliers. Responses were received from 38 individualsrepresenting project purchasing companies and 34 individuals representingproject supplying companies. Responses to the questionnaires were analysedand compared using a distribution fitting algorithm approach.Twelve of the 15 factors identified from the literature were found to be significantlyimportant critical success factors and a generic project marketing mix consisting ofthe 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 factorsby project purchasers compared to project suppliers in South Africa
Year of publication: |
2011-06-08
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Authors: | Rein, Neil |
Subject: | Project management | Purchasing |
Saved in:
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