Suchergebnisse

Computer and mobile technology, Internet use and e-commerce have grown enormously in recent years. The main aim of this paper was to analyse the e-commerce of Croatia, the European Union (EU) countries and the post-transition EU countries. Due to technological progress, the paper among other things, analyses the trend of online purchase at the Croatian and the EU level. The analysis revealed the presence of a linear trend. Furthermore, hierarchical and non-hierarchical cluster analyses were used to classify the countries, first at the EU level and then at the level of the post-transition EU countries. Two variables, the Internet use expressed as a percentage of individuals with the last Internet use in the last 12 months and the Internet purchases expressed as a percentage of individuals with the last online purchase in the last 12 months were used to classify those countries. According to Ward's method with squared Euclidean distances and dendrogram, the countries were classified into three clusters, which were then used as the basis for the k-means method. Finally, the cluster analysis resulted in the following three clusters: most developed, developed and less developed. Croatia was classified in the less developed cluster at the level of the EU countries, while at the level of the post-transition EU countries it was classified in the developed cluster.

Purpose
This paper aims to explore buying decision factors and approaches of companies operating in manufacturing industry in Croatia.


Design/methodology/approach
The data collected by company survey were analysed using exploratory and confirmatory factor analyses, cluster analysis and cross-tabulation analysis.


Findings
Results show that manufacturers are influenced by six distinctive factors when making purchasing decisions. These are supplier's flexibility, supplier's reliability, interdepartmental communication, top management support, routine purchases and buyer's price sensitivity. Manufacturers can be classified in four different groups according to their buying decision-making patterns.


Practical implications
This paper provides a set of factors and approaches which might help selling companies and sales representatives understand the purchasing practices of buying company better, and develop adaptive selling approaches accordingly.


Originality/value
Based on a literature review and field research, an instrument of organizational buying behaviour was developed and tested in the Croatian manufacturing industry. The factors of organizational buying behaviour patterns were identified, and the typology of buying decision approaches applicable for manufacturing industry was developed.