本文通过理论联系实际的方式,从组织市场中工业品市场、中间商市场、政府釆
购市场角度,对大中型客车排放控制系统采购的市场、购买行为、购买对象、购买类
型、购买决策参与者、影响购买的主要因素、购买决策等,采用了五力模型、PEST模
型、希斯模型、韦伯斯特和温德模型等工具,通过收集有关大中型客车排放控制系统
系统的市场信息,重点客户的采购管理文件、供应商管理文件、采购决策流程资料等
进行分析,以及通过深入访谈,了解客户的采购决策相关部门和人员对供应商的评估
和关注的重点,从而找出关键决策因素,归纳出排放控制系统的市场类型、采购行为
和决策。
通过研究,给参与排放控制系统市场的供应商——系统供应商、关键部件供应商
提供采购方的购买行为和决策分析,便于供应商有针对性的采取营销策略,制定营销
计划,发挥自身产品技术优势和成本优势等,来达到市场幵发、提高占有率的目标。
也为市场参与方提供帮助,让采购商和供应商认识到合作的重要性,采取措施来更好
地维系长期关系。
关键词:工业品;排放控制系统;购头彳了为和决策
西南交通大学硕士研究生学位论文
第丨丨页
Abstract
Since Reform and opening up, the automobile industry in China has been developed
rapidly, China has become the first biggest manufacturer in the world, the total sales was
reached 18.5million in year201 l.With the automobile increase in China, the automobile
exhaust pollution is spread and more and more impact on people39;s living environment,
meanwhile, resulting in the combination of soot and automobile exhaust pollution in urban
city of China, the regional haze, acid rain and photochemical smog are frequently occurred,
the reason of these problems are related with the motor automobile exhaust emissions.
year2011, large and medium-sized passenger car sales of 173,200,car park 270,0000,due to
motor automobile are mostly travelled in the densely populated region, so the pollutant
emission directly affects the physical health of the people. Key parts of the passenger car for
emission pollution control is the emission control systems,the automobile emission control
systems belongs to the industrial, the market is owned by the market organization, domestic
and foreign experts and scholars have done a lot of deeply research in the market
organization and purchasing behavior, the concept of industrial marketing are gradually
known and applied by the enterprise, the research of purchasing behavior, decision-making
and influencing fact.
In this article, the theory with practice, we have analyzed the industry of market
organization, middleman market, the government purchasing behavior, the large and
medium-sized passenger car emission control system purchasing market, purchasing
behavior, purchasing object, decision maker of purchasing, the main effect factor of
purchasing, purchasing decisions by the five forces model, the PEST model, Sheth model,
Webster and Wind model, Procurement management file through the collection of market
information on large and medium-sized passenger car emission control systems, purchasing
management files from key customers, suppliers management files, purchase
decision-making process data analysis, as well as through in-depth interviews, understand
customers39; purchasing decisions departments and their concern in order to identify key
decision factors, summed up the type of emission control systems market, purchasing
behavior and decision-making.
Through research to participate in the market of emission control systems suppliers -
system suppliers, the key component suppliers to provide the purchaser39;s buying behavior
and decision analysis to facilitate the targeted suppliers to take marketing strategy, marketing
plan, play their own product and cost advantages to let market development, increase the
market share of the target. Also help market participants, so that buyers and suppliers
recognize the importance of cooperation, take measures to maintain long-term relationship
better.
Keywords: Industrial Markets, Emission Control System, Purchasing Behavior and
==>>