Various studies on industrial markets have been done in a marketing aspect. However, most of the studies on marketing and factors for purchasing decision-related to industrial materials have focused on analyses of factors from the viewpoint of ultimate purchasers, and there have been few studies on distributors and the importance of attribute considered in purchasing decision.
Therefore, the purpose of this study is to compare types and product involvement of distributors as the study on the importance by attribute of products and non-products in purchasing decision of MRO items in the industrial market.
This study consists of five chapters. Chapter 1 explained the background, purpose, range, process, and composition of the study. Chapter 2 examined the present condition of the MRO industry, described theoretical reviews of the precedent theses, studies, and literature, and drew the selection factors that affect involvement and purchase decision-making. Chapter 3 explained six variables which are a country of origin, prices, quality, delivery, aesthetic values, and relationship and developed a measurement tool including the composition of questionnaires is the part about the design of the study. Chapter 4 verified research hypotheses by collecting materials and through empirical analyses. And Chapter 5 summarized the results of the study through the analytical results and described marketing implications and the limit of the study.
The result that compared and analyzed product involvement and type of distributors about the importance by attribute of products and non-products in purchasing decision of MRO items has found that the importance degrees by attribute are different in purchasing decision among products of high and low involvement and in types of distributors. For the importance degrees among each attribute, the correlation was proved. And the importance degrees by attribute in purchasing decision of products have no different from one another according to general characteristics.
The study could grasp the differences in the importance by attribute in purchasing decision from the distributor. And the study is expected that the establishment and approach of marketing strategies are possible at more efficient and display levels to promote stable and continuous sales and increased market share of MRO item suppliers and their relationships with purchasers.