Purpose: The study aims to increase knowledge of dealers' purchasing behavior of impulse goods in wholesale trade. Methodology: An exploratory survey method has been selected in order to investigate the relatively unexplored topic; buyer behavior of impulse goods in the wholesale. Data has been collected through interview of 27 dealers that conduct business with bulk confectionery sales across Sweden. A semi-structured interview technique has been selected, with a predetermined interview schedule but with space for follow-up questions and discussion. Conclusion: The background to this work argued that there is not much research on how retailers reasons when buying convenience products, or also called as impulse items. It is usually the sale of goods such as several of the informants believe is critical to their business existence. Impulse goods which do not require any effort, has little search time and usually are cheap and suits many customers pockets. It was therefore of interest to investigate whether the retailer is acting as their customers when they buy in bulk confectionery, which separated this study and considered to be an impulse to be, by definition, from wholesalers like Axfood Närlivs. What are the factors they take into consideration when choosing a product? How do they reflect on price, quality, delivery, access and communication with the wholesaler?
| Identifer | oai:union.ndltd.org:UPSALLA1/oai:DiVA.org:sh-19689 |
| Date | January 2013 |
| Creators | Wojakowska, Alma |
| Publisher | Södertörns högskola, Institutionen för samhällsvetenskaper |
| Source Sets | DiVA Archive at Upsalla University |
| Language | Swedish |
| Detected Language | English |
| Type | Student thesis, info:eu-repo/semantics/bachelorThesis, text |
| Format | application/pdf |
| Rights | info:eu-repo/semantics/openAccess |
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