This dissertation begins with a comprehensive examination of the current state of research regarding organizational buying behavior. Through this review we identify a significant gap in our existing knowledge regarding organizational buying behavior in the public sector. Due to the high level of impact that government purchasing has on the economy, and the nuances that differentiate public from private sector purchasing practices, I further explore organizational buying behavior in the public sector to make the following contributions. First, I highlight the common practice in business-to-government (B2G) and business-to-business (B2B) transactions where buyers limit suppliers’ access to them during the buying process. This research terms these buyers “barricaded buyers.” Despite their prominence in practice, research related to barricaded buyers remains virtually non-existent. Therefore, the present research draws on insights gleaned from eight case studies over a period of approximately eighteen months to shed light on this important topic. Second, this dissertation advances a conceptual framework highlighting competitive actions a focal supplier can take to improve its selection likelihood when selling to barricaded buyers. The framework identifies novel ways suppliers can gain advantage by reducing competitive intensity in the pre-barricade phase (e.g., by peacocking) and by enhancing their RFP response quality in the post-barricade phase (e.g., by offering consummate solutions). Importantly, the framework invokes the notion of strategic information disclosure whereby a focal supplier may gain advantage by knowing when to convey what types of information in barricaded buying environments.

The purpose of this study is to investigate factors influencing the Thai millennial consumers’ intention to purchase clothing and accessories made from recycled plastic. The research relied on deductive reasoning through hypothesis testing; Statistical measurements were employed. Consequently, a descriptive quantitative research approach was utilized to conduct the study. The data were collected physically and virtually via a web-based survey. A total number of 393 responses from Thai millennial consumers who live in Bangkok and its vicinity were analyzed with the application of structural equation modeling. The result demonstrates that environmental concern, attitude, and perceived behavioral control have a significant relationship on purchase intention of green apparel, shoes, and accessories made from recycled plastic. Environmental concern also positively mediates the green attitude and has a stronger correlation toward attitude than purchase intention. The subjective norm, on the other hand, shows no significance.

<p>This thesis is a description of the sales process for Toolox, the newest of four products produced by SSAB Oxelösund. Toolox is a tool steel, sold using eleven external dealers throughout Europe. Each dealer carries a wide range of steel grades for different uses. To increase sales volumes SSAB want to have the right support for their dealers. In this thesis the organizations and individuals who influence in the buying decision are identified as well as their buying behavior and the information that is needed in the sales situations. The requirements on the tool steel derive not only from the toolmaker itself but also from end users of a product further down the product chain. The study indicates that communication of benefits along the chain difficult because is not well integrated. The decision of what steel to buy is often made by the tool designer and these are influenced by a number of other individuals. It is also found that risk aversion and conservatism are barriers for product introductions.</p>

This thesis is a description of the sales process for Toolox, the newest of four products produced by SSAB Oxelösund. Toolox is a tool steel, sold using eleven external dealers throughout Europe. Each dealer carries a wide range of steel grades for different uses. To increase sales volumes SSAB want to have the right support for their dealers. In this thesis the organizations and individuals who influence in the buying decision are identified as well as their buying behavior and the information that is needed in the sales situations. The requirements on the tool steel derive not only from the toolmaker itself but also from end users of a product further down the product chain. The study indicates that communication of benefits along the chain difficult because is not well integrated. The decision of what steel to buy is often made by the tool designer and these are influenced by a number of other individuals. It is also found that risk aversion and conservatism are barriers for product introductions.

Background for study:The ecological trend has grown in the latest years, and earlier studies has shown that women are most likely to buy ecological food. However, becoming a mother comes with new expenses connected with the baby. The aim of this study is to investigate how women’s buying behavior changes when they become a mother and we will connect this to ecological buying behavior..Purpose:The purpose with the thesis is to find out how and why the buying behavior of food changes after becoming a mother and in what way this affect the purchasing of ecological food.Researchquestions:What are the factors affecting mothers, when deciding to buy ecological or regular food? How and why does becoming a mother change the buying behavior of food?Theoretical framework:The frame of reference contains models of the buyer decision process that leads to the purchase, and the consumer decision making model show how the characteris-tics influence the purchase. The authors also used the means-end chain model to see which attributes affects the consumer.Method:To be able to carrying out with the study, we used an qualitative approach with focus groups as our method of data collection to get a deeper understanding for the subject.Conclusions:The conclusions to be drawn from this study is that the price is still the most important factor but also the time that many participants feel that they don’t have when it comes to grocery shopping. / Bakgrund till studien:Den ekologiska trenden har vuxit de senaste åren och tidigare forskning har visat att kvinnor är den mest troliga ekologiska handlaren. Att bli förälder innebär nya kost-nader på grund av barnet, målet med denna studie är att undersöka om kvinnors köpbeteende ändras när de blir mamma, med hänsyn av ekologiskt köpbeteende.Syfte:Syftet med uppsatsen är att ta reda på hur och varför köpbeteendet av mat förändras när man min blir mamma och på vilket sätt detta påverkar köpandet av ekologisk mat.Frågeställningar:Vilka faktorer påverkar mammor i deras beslut om att köpa ekologisk eller vanlig mat? Hur och varför påverkas köpbeteendet av att man blir mamma?Teoretiskt ramverk: Den teoretiska referensramen innehåller modeller av köparens beslutsprocess som leder till köp, och köpbe-slutsprocessen visar vilka egenskaper som påverkar köpet. Författarna använder sig utav means end chain modellen för att se vilka attribut som påverkar konsumenten?Metod:För att kunna genomföra denna studie använde vi oss utav en kvalitativ metod med fokusgrupper som vår datainsamlingsmetod.Slutsatser:Slutsatserna man kan dra ifrån studien är att priset fortfarande är den viktigaste påverkningsfaktorn men även tid som många av mammorna kände att de inte hade när det kommer till mathandlande.

This is a study of establishment and development of conveniencestores. The test specimens are two stores established in the northern parts ofSweden during the second half of 1975.The study consists of two parts. In the first part the interest is concentratedon the establishment of the stores and their development during the firstbusiness year. The development afterwards, i.e. up to and included the stores'sixth business year, is taken up in part two.In the first part a model is produced on variables of importance when stores insparsely populated areas are established and developed (chapter 2). Theoreticallythe model is based partly on the marketing mix approach, with theinterest concentrated on the design of marketing mix measures in order to meetthe households' demands, and partly on establishment studies.The empirical studies of the first stage have mainly consisted of personalinterviews with the store owners and their potential customers. Eurther, thestores' potential customers have replied to an inquiry on two occasions. Theplanning and realization of the empirical studies are shown in chapter 4.The results of the first studies are shown in chapters 4-8. In chapter 4 the testareas are presented. The establishment and development of the stores duringtheir first business year are accounted for in chapters 5 and 6. The households'buying behavior, with emphasis on store loyalty and attitudes towards the newstores, is taken up in chapter 7. The results of these studies, which aresummarized in chapter 8, show that the establishment processes of the newstores were in no way unique. An important factor in this connection is the useof local resources. Eurther, the results showed that the two stores differed intheir development of the marketing mix. Here the aim of the activities was ofimportance. There was also a certain connection between the marketing mixpolicy and the households' store loyalty.In the second part the theoretical reference frame is extended to include alsothe social aspects of food supply in sparsely populated areas (chapter 10). Theplanning and realization of the empirical studies, which on the whole agreedwith those of the first stage, are shown in chapter 11. The results of thesestudies show that the development of the stores' marketing mix as well as thehouseholds' store loyalty and attitudes towards the local stores, only hadchanged marginally (chapter 12). The social exchange between sellers andbuyers were of great importance in this connection (chapter 13).In the final chapter (chapter 14) the results are summarized and analyzed. Theimportance of developing the social exchanges between sellers and buyers isstressed here. However, these social exchanges can change over time. In thischapter the importance of continued research in this field, also includingdensely populated areas, is commented on. Einally some alternative perspectiveson food supply in sparsely populated areas are shown. / digitalisering@umu

Internet has over the years developed to a platform where more and more companies and organizations control their businesses. Men are spending considerably more time shopping in general compared to only a decade ago, and the numbers are still increasing. Men are using the internet to buy products more often than women do worldwide. Stereotypes tell us that women like shopping for clothes while men do not. Men in Sweden buy more than women in 14 out of 16 purchasing categories on the inter-net; one of the other two is fairly even. The last category is “clothes and accessories” and even though Sweden is proved to be the least masculine country in a study containing 53 countries in total and are proved to be so called quick-shoppers, men do not shop clothes and accessories to the same extent as women in Sweden. Thus the question we wanted to investigate further was what is important to priori-tize in terms of website design and structure when selling clothes and accessories in Sweden.The purpose of this report derived from the problematization follows: to bring out which factors of a websites’ design and structure that are most important and most correlated with the intention to pur-chase on a website selling clothes and accessories targeting men in Sweden.In order to get an answer to our questions we used a deductive approach where previous studies within the area was carefully looked through and the most important factors for intentions to purchase and usability in other studies were used to see how they were related to the intentions to purchase and which factors that were more important than others. A quantitative approach was applied and a survey was constructed to send out to people in the ages 16-34.The results were unsatisfying in terms of correlations with the intentions to purchase, however indica-tion of importance in the categories “Ease of use”, “Trustworthiness and convenience” and “Presenta-tion of supply” were derived from the analysis.

Family business research is a rapidly growing topic of interest. Nevertheless there has been little research explicitly dedicated to the connection between consumers’ and family businesses. This paper gives insight about the influence of the family business brand image and consumers’ purchase intentions. Hereby it was taken into consideration  that  low-involvement and product knowledge can influence this path. This was done by a combination of qualitative and quantitative approaches. The findings showed that consumers associate family business with high quality, passion, heritage, traditions, small companies and craftsmanship. In general these associations do not influence consumers buying behavior. However, specific target groups showed different results. Implications focus on using the family business as a secondary brand image and family businesses should deal with caution when using their origin as a primary brand image.

High accessibility to internet technology and popularization of focus media has given rise to various emerging subcultures among the younger generation who constantly seek novelty and unique lifestyles. The Otaku subculture is one such adolescent subculture, a culture of avid ACG (animation, comic, games) collectors, while pop music fans belong to another youth subculture deeply involved in gathering and tracking the lives and performances of pop music stars. As the adolescent is becoming the most purchasing power consumer group of fashion product, this research aims at comparing the traits of the above two adolescent subcultures and their influences on buying behavior tendencies toward subculture-specific merchandises. This research is also attempting to develop an analytical model through comparison of two studies. The research framework is constructed based on the assumption that the traits of adolescent subcultures influence the subculture-specific consumptions and is examined on two studies of Otaku and pop music fans subcultures respectively. The same investigation methods are applied in two studies. First, the review of prior studies and findings of focus group interview with sample of five representative adolescents were integrated into a tentative model. Then, the questionnaire was developed based on the tentative model and the focus group interview findings, and sample of survey in two studies are 105 and 101 respectively. Survey data were examined by factor analysis and structural equation modeling for the verification of the tentative model, and finally a revised model is developed based on comparison of two studies results. Results show that the personality, values and lifestyle of subculture¡¦s main traits dimensions influence their buying behavior, although the Otaku and pop music fans take part in different activities and embrace different personality traits and values. The results also verify a feasible generalized analytical model for measuring the influences of the traits of specific adolescent subcultures on their buying behavior. This research offers some implications for consumer behavior and marketing communication including (1) comprehensive customer investigation is needed to understand what adolescents think and want; (2) providing attractive content and (3) adopting modern media to attract and access adolescent subculture group; (4) marketing communication appeals should match adolescents self-images to get their identification; and (5) providing total subculture solution in integrated marketing programs.

With the change of world economy and the constant innovation of technology, people¡¦s lifestyle and eating habits have changed tremendously. And There are more and more people like to eat out. When they are choosing restaurants, the western-style fastfood will be often taken into account. In fact, eating too much fast food in high calories will cause nutrition disorders and fatness. So consumer should keep careful attitude toward this kind of food. In Taiwan, every western-style fastfood corporation is in high competition. In order to increase sales and market share, firms adopt different marketing strategies to attract consumers. When new products are launched, the point of purchase advertising will be replaced right away to convey product information to customers. Therefore, the research chooses McDonald¡¦ s, Mos Burger and Burger King because they are top corporations. The main purposes as follows: 1. Among McDonald¡¦ s, Mos Burger and Burger King¡¦s point of purchase advertising, to explore the relevance between impulsive buying behavior and point of purchase advertising. 2. To research the revision effect of impulse buying characteristics and demographics. This research analysis consumers¡¦ behaviors after seeing point of purchase advertising in Mcdonald, Mos Burger, and Burger King. After analyzing, we found that consumers in Mcdonald, Mos Burger and Burger King has lower ratio of impulsive buying behavior. Thus, point of purchase and impulsive buying behavior are low connected. About revision effect of impulsive buying characteristics, only Mos Burger has revision effect. About demographic variables, age, educational level and monthly income don¡¦t have revision effect in three research objects. And about sex, only Mos Burger has revision effect.