Submitted in partial fulfillment of the requirements for the Degree of Masters of Business Administration, Durban University of Technology, 2008. / Industrial buying stands for more than half the whole economic activity in industrialised countries. Therefore, it is important to understand how customers of Afrox perform buying activities. The fabrication industry is a fast growing industry and is, therefore, interesting to study. The understanding of the buying behaviour of industrial organisations is of paramount importance to the industrial marketer. The study is a quantitative, cross sectional and descriptive investigation into buyer behaviour in the fabrication industry of Afrox. It highlights that industrial buyer behaviour has an extensive area, both for the practical marketer as well as from an academic perspective. As the fabrication industry is once again expanding, it is of essence to understand the buying behaviour in this industry. This report has the intention of highlighting how industrial buyer behaviour can be described in the fabrication industry. The purpose of this dissertation was to investigate the characteristics of industrial buying behaviour of fabrication customers at Afrox. The purpose has been further developed in forms of research questions dealing with the buying process, buyer behaviour, buying centre and buyer choice criteria. The sample studied is from a current company data base. With regard to the buying process, the most significant factors are price, quality, and technical capability.

Purpose - The purpose of this thesis is to explore what performance indicators that exist within public procurement in defence sector context and how such performance indicators can be categorized.   Methodology - For the purpose of this thesis, an abductive approach was applied. This thesis is characterized as an exploratory multimethod qualitative research, which emphasize a single case study and a comprehensive research literature review. The empirical data was collected using semi-structured interviews, observations and documentary. The empirical data was analyzed using a data display and analysis, whereas a descriptive and content analysis was used for the research literature review.     Findings - Initially, a comparison between the conducted research literature review and the empirical study resulted in 117 performance indicators were abled to be identified. Furthermore, with support from the research literature review, the empirical study and the frame of reference, categorizations of performance indicators were possible. Through research literature review, the author were able to identify eight dimensions cost, quality, time, flexibility, sustainability, innovation, risk and compliance, all of which can be aligned to public procurement. Through the empirical study, seven elements were identified as categories. These elements include business strategy and development, operations management, category management, supplier management, customer management, procurement and expert and system support, all of which with aligned performance indicators.  Through the frame of reference, three decision-levels were used as categorization of performance indicators. The decision-levels could either be strategic, tactical or operational. Finally, a merger of decision-making levels and elements resulted in a conceptual model, visualizing how elements with aligning performance indicators within public procurement could be organized and structured.    Research limitations - At first, this thesis uses only one database for the research literature review, limiting the search result of publications concerning the research topic of this thesis. Secondly, single cases study within the defece sector, which limits the amount of information and may prevent transferability possibilities for other public procurement organizations.   Future research - From the result of this thesis, several potential research opportunities has been discovered. First, following-up and measure PIs in public procurement in order to justify the “real” compliance to rules and regulation. Another one is possible challenges with implementing PIs in public procurement organizations. Lastly, measuring process maturity in public organization would allow benchmarking possibilities among public organizations and defece sector procurement.

The Problem.- Retail trade is larger in some cities of smaller population than in others of a greater population. Wealth, which indicates purchasing power, seems to play some part in directing the pattern of retail trade in different cities. An investigator wishing to find whether the retail market is over- or under-developed in a city or group of cities may find that, although the population is slightly smaller than in a similar city, indications of wealth are sources of a potential purchasing power greater than that of a city with a larger population. He must consult authorities who have studied similar problems scientifically or work out some method of determining which city to select as a potential market for development. He will find some statements by marketing experts concerning the part played by population and wealth, but in general he will find that available works contain vague, conflicting, or indefinite statements concerning the tendency of retail trade to follow population or wealth without many scientific attempts being made to evaluate these factors and prove these statements. The present study, working on the hypothesis that of the two, population and wealth (purchasing power), one exerts a greater influence on retail trade than the other. To test this hypothesis, this investigation makes use of correlation techniques. Specifically, since the value of a study of this nature would be lessened by attempting to generalize about all parts of the United States, we shall select southeastern cities which are similar to those in Georgia. Next, we shall select a trade which is not affected to a great extent by purchasers from outside the limits of the city. Finally, we shall classify all factors under the headings of trade, population, and purchasing power. Importance of the Problem.- If the analysis shows that either population or wealth is relatively more important than the other, it should be possible to make some generalizations about trade in urban Georgia and in similar southeastern cities. This study may add to the slowly accumulating knowledge of markets which is assuming more and more the aspects of an accurate science. The business census of 1930 first gave the United States and its research workers something more definite than the guesses and estimates with which they were forced to work in former years. Method of Procedure and Data.- The factors relating to population and weal.th are selected by logical methods. We shall make use of factors which have been found to be associated with trade by other investigators, and shall employ the data which are available for 1929. The year 1929 is selected because it is the only year for which accurate data are available on population, retail trade, and income factors. The censuses of business taken in 1933 and 1935 are forced to estimate population, since an accurate count of population is taken only every ten years. The cities, representative of Georgia urban areas, are selected by arranging all states in the Southeast, as defined by Odum a.nd Moore, 1 according to rank in income per capita in non-farm centers. The states selected are Tennessee, Mississippi, Georgia, Florida, and Virginia. The cities are above 30,000 in population. The information on cities with smaller population is too meager to allow the factors to be classified and studied. To measure wealth, we construct an index of purchasing power composed of the most potent factors relating to income properly weighted. This index will be correlated with the population data, estimates of relative importance arrived at, analyzed, classified, and used as the basis for the conclusions of this study. All available models of such a study are analyzed, and their conclusions are compared with conclusions reached in this study. There are limitations to such a study. Many complex factors are hard to measure, such as location, transportation facilities, and competition, which are not taken into account. This is partly overcome by selecting cities which are in the Southeast and which are similar to cities in Georgia in respect of per capita personal income. Selecting a trade not affected by external trade to a great extent should overcome the difficulty caused by rural trade flowing into cities for shopping goods. The data consist of statistics gathered by governmental and business agencies1 for the period of 1929. Summary of Work by Other Investigators.- There is a. relative scarcity of work on problems of this type for at least two reasons: (1) the methods of multiple correlation are relatively new, and only recently scatter diagrams and other graphic devices have been used to reduce the tremendous amount of mathematical work involved; (2) data on business end economic features of the United States have only become available since the first census of retail distribution was taken in 1929 by the United States Bureau of the Census in that year and in 1933 and 1935. For this reason it is difficult to secure data which could be used to construct an index of purchasing power. A number of studies have been made of the effect of out-of-town trade on urban trade and location of stores within cities, but few of these studies have made use of multiple correlation or purchasing power indexes. The following summary illustrates the difficulties encountered in trying to find a general agreement among authorities on the relative influence of wealth and population. Converse and Mitchell feel that larger towns attract more trade than smaller towns. Dr. Margaret G. Reid states that retail activity and centers increase with the population of the community. The U.S. Bureau of the Census stresses the influence of population on wholesale trade and finds a correlation of .84 with population by the rank data method. J. M. Cassels finds that retail trade is concentrated where population is most dense and where consumers have less opportunity to be self-supporting. Inez K. Rolph concludes that population is the more important factor influencing intra-city trade. 5 This group of authorities stresses population. The following group emphasizes wealth or purchasing power. Lawrence B. Mann finds income and banking resources are more important than population. Dr. Ennna Winslow emphasizes the importance of purchasing power in the study of consumer markets and recommends the construction of a statistical index of purchasing power. Riggleman and Frisbee recognize population's importance but lean heavily toward purchasing power as the vital factor in a market. Eaton Van Wert Read stresses purchasing power and likens shopping dollars to magnetized particles drawn more by shopping goods and less by convenience goods. He employs simple, partial, and multiple correlation. John A. Pfanner, Jr. minimizes population and uses multiple and simple correlation as well as scatter diagrams to test twenty four variables connected with wealth.

Thesis (MBA)--Stellenbosch University, 2001. / ENGLISH ABSTRACT: The objective of this study was determined and is stated in chapter 1. An overview of the traditional approach to procurement is given through the description of a traditional purchase-to-pay process. A detailed description of the Purchasing Card is given to use as background by readers. The Purchasing Card description includes benefits of the use of the card, and benefits to suppliers when a purchasing card is used. Controls that can be implemented by using the Purchasing Card are indicated. Available Management Information has been established and is indicated in chapter 2. A study of the Visa HM Government Procurement Card of the UK government was done. Established best practices from this card programme forms the foundation of the suggestions on the product offering and suggested implementation plan for the South African Government. It is also supported by experience gained at rollouts at corporate clients of Absa Bank. The South African Government's policy framework for e-Government was studied and is briefly outlined in this study. The link between Purchasing Cards and e- Government is indicated by a discussion on economies of scale that can be obtained. A product description of a South African Government Purchasing Card has been compiled. Certain key aspects to consider, has been discussed. A proposed implementation plan, indicating the short and long-term benefits for the South African Government, has been compiled. Finally, the study is concluded by making recommendations on implementing a South African Government Purchasing Card programme. / AFRIKAANSE OPSOMMING: Die doel van die studie is bepaal en word aangedui in hoofstuk 1. 'n Oorsig van die tradisionele benadering tot aankope word weergegee deur die beskrywing van 'n tradisionele aankoop-tot-betaling proses. 'n Volledige beskrywing van die aankope kaart word voorsien vir gebruik as agtergrond deur lesers. Die aankope kaart beskrywing sluit voordele met die gebruik van die kaart, asook voordele aan verskaffers indien 'n aankope kaart gebruik word, in. Verder word beheer maatreëls wat geimplementeer kan word indien 'n Aankope kaart gebruik word, aangedui. Beskikbare bestuursinligting is bepaal en word aangedui in hoofstuk 2. 'n Studie is gedoen van die "Visa HM Government Procurement Card" van die regering van die Verenigde Koninkryk (VK). Gevestigde praktyke van hierdie kaart program vorm die grondslag vir die voorstelle van die produk en voorgestelde implemteringsplan vir die Suid-Afrikaanse Regering. Dit word verder ondersteun deur ondervinding opgedoen met die implemetering van aankoop kaart programme by Korporatiewe kliënte van Absa Bank. Die Suid-Afrikaanse Regering se beleidsraamwerk vir e-Regering is bestudeer en word kortliks aangespreek in hierdie studie. Die verband tussen aankope kaarte en e- Regering word aangedui deur 'n bespreking van die ekonomieë van skaal wat verkry kan word. 'n Produk beskrywing van 'n Suid-Afrikaanse Regering aankope kaart is saamgestel. Sekere sleutelelemente wat oorweeg moet word by die implementering van so 'n produk, word bespreek. 'n Voorgestelde implementeringsplan is saamgestel, waar die kort- en langtermyn voordele vir die Suid-Afrikaanse Regering aangedui word. Laastens word die studie afgesluit met sekere aanbevelings vir die implemetering van 'n Suid-Afrikaanse Regerings aankope kaart program.

The business area wants to remain in a market leading position. To do so being cost efficient is central. Lowering costs in the supply chain and when it comes to purchasing products is one way of optimizing the organization's actions. The business area hasn't developed any model or tool to handle the Total Landed Cost (TLC). The goal with the tool has been to educate the purchasers how to handle these costs and with the study give guidance on how to improve the cost focus within the organization. The company also has an environmental goal of reducing their emissions with 20 % within the next 5 years, the thesis therefore contains an investigation by integer programming about how the business area could be able to achieve this. By making qualitative interviews and using scientific articles as a base the authors constructed a model for TLC. A tool was created for comparing supplier solutions and to visualize the TLC. Connected to the TLC two special cases regarding how to handle transportation and inventory was also executed. The purpose is to encircle adjacent request from the client. The business areas TLC are affected by transportation costs, customs and tariffs but it can be affected by currency and risk parameters as well. The study showed that several investigated costs should be excluded as cost drivers in a TLC perspective.

published_or_final_version / Business Administration / Master / Master of Business Administration

published_or_final_version / Business Administration / Master / Master of Business Administration

<p>The purpose of this master’s thesis is to examine the process of creating values in a purchasing organisation; meaning in which areas created values can be added and what affects the possibility to do so. In addition, the study looks into what can be improved to further enlarge the business spectrum. Through these outlines, a survey has been made to investigate the view on created values from a purchaser, management and supplier perspective. This gives several aspects of within which areas you can work with added values. The study is based on a questionnaire to 60 purchasers at Scania CV AB. The thesis demonstrates that to a certain extent sourcing managers already work with increasing the business spectrum by adding values. But even though Scania is a company with a mature purchasing organisation there are still several areas where the work with created values can be improved, for example within process development and administration.</p>

<p><strong>Problem:</strong> There has been a limited amount of study in procurement within SMEs (Quayle, 2002). In general, for all sizes of organizations, the procurement function has often been regarded as a transactional based function and plays a supporting department to the value-adding process. These organizations view procurement as a simple function of the entire firm (Hutchins, 1992). It is more commonly found that procurement in SMEs tend to be fragmented and non-strategic (Zheng et al., 2007).</p><p><strong>Purpose:</strong> The purpose of this thesis is to investigate innovation in procurement in small and medium-sized enterprises</p><p><strong>Method:</strong> A qualitative research method with an abductive approach was used to conduct this research. A primary and secondary material was gathered from Sensys Traffic AB which was used as a case study in investigating into the innovation in procurement within small and medium-sized enterprises.</p><p><strong>Theories: </strong>The theoretical framework that was utilized in this investigation consisted of procurement processes, strategies, roles, and innovation.</p><p><strong>Conclusion:</strong> An organization can compete for the present and the future by placing more emphasis and priority within procurement in SMEs, developing the procurement department and employment skills, coordinating and collaborating within both internal and external members, forming 'win-win' relationships with suppliers, and proactively looking for ways to innovate. Furthermore, by specifically looking to innovate within these areas the procurement function can leverage itself and its firm to be able to achieve reduced total cost of ownership and higher quality products/services. These special areas which were outlined by Spray (2009) are new sourcing ideas, new insights, new partnerships and new technologies.</p>

The study was conducted to measure brand loyalty of customers in a business-to-business environment, in this case the South African paint manufacturing industry. A brand loyalty conceptual framework developed for the Fast Moving Consumer Goods industry by Moolla (2010) was used to test if it also applies in a business-to-business setting. The framework was adapted to suit the above industry and used to measure brand loyalty levels of South African paint manufacturers. From the results it can be concluded that the model can be applied with some adaptations. Factor analysis was utilised to validate the influences. Factor analysis results were viewed with caution as sample adequacy was found to be marginal in some cases, possibly due to a small data set. Although two of the influences could not be validated, they were still found to be important. All the influences are found to be reliable as evaluated using Cronbach’s alpha. The measured brand loyalty values show that customers in the South African paint industry are quite loyal, with some influences scoring very high. Culture in particular was found to be not very important. This is likely due to the fact that individual culture instead of company culture was measured. More work is required to adapt the questionnaire to measure company culture when assessing brand loyalty in a business-to business setting. Clear brand loyalty differences were identified along with age, company size and the position the respondent holds with the company. Owners/directors, procurement personnel, technical personnel and general managers view different brand loyalty influences as important. / MBA, North-West University, Potchefstroom Campus, 2014