Template-Type: ReDIF-Article 1.0
Author-Name: Andreas Zehetner
Author-Name-First: Andreas
Author-Name-Last: Zehetner
Author-Email: andreas.zehetner@fh-steyr.at
Author-Workplace-Name: Upper Austria University of Applied Sciences, Steyr, Austria
Author-Name: Marijan Simek
Author-Name-First: Marijan
Author-Name-Last: Simek
Author-Email:
Author-Workplace-Name: Upper Austria University of Applied Sciences, Steyr, Austria
Title: Supplier Selection Criteria and the Role of Emotions: An Exploratory Study in an Upper-Austrian Setting.
Abstract: The aim of this paper is, first, to provide a better understanding of the most important supplier selection criteria from a buyer’s perspective in a Business-to-Business setting. Second, the contribution shall provide evidence, to which extent emotions play a role in supplier selection and purchasing decision. A qualitative empirical study was conducted, including 14 extensive face-to-face interviews with purchasing representatives from Business-to-Business companies in Austria. The findings show that (1) quality, (2) price, (3) delivery and (4) service are the most important supplier selection criteria. Furthermore, 22 different emotions have been revealed such as pride, rage or pleasure/joy, which occur during the whole buying process.
Classification-JEL: M31
Keywords: emotions, supplier selection, purchasing decision
Journal: Marketing Science & Inspirations
Pages: 18-33
Volume: 10
Issue: 4
Year: 2015
File-URL: https://msijournal.com/supplier-selection-criteria-role-emotions/
Handle: RePEc:cub:journm:v:10:y:2015:i:4:p:18-33