Abstract

Commercial vehicle Industry is a competitive one. Original Equipment Manufacturers evaluate their suppliers before deciding on procurement of various components needed for their vehicle. In this paper Literature review is done on various factors that influence the Buying process. These factors can be categorised as External, Individual and Interaction factors. External factors are Environment, Product specific and Organisation structure. Similarly the individual factors are Individual background, satisfaction with past purchase and expectations which influence the Buying process. Apart from this interaction based on Buyer- seller dependence, Total cost of ownership and Negotiation with supplier are the interaction factors that influence the Industrial Buying process. Study of various factors help both Buyer and Sellers in commercial vehicle industry to understand their significance in Industrial buying process

Description