Supplier Selection Criteria and the Role of Emotions: An Exploratory Study in an Upper-Austrian Setting

Andreas Zehetner () and Marijan Simek
Additional contact information
Andreas Zehetner: Upper Austria University of Applied Sciences, Steyr, Austria
Marijan Simek: Upper Austria University of Applied Sciences, Steyr, Austria

Marketing Science & Inspirations, 2015, vol. 10, issue 4, 18-33

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.

Keywords: emotions; supplier selection; purchasing decision (search for similar items in EconPapers)
JEL-codes: M31 (search for similar items in EconPapers)
Date: 2015
References: Add references at CitEc
Citations:

Downloads: (external link)
https://msijournal.com/supplier-selection-criteria-role-emotions/

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:cub:journm:v:10:y:2015:i:4:p:18-33

Access Statistics for this article

More articles in Marketing Science & Inspirations from Comenius University in Bratislava, Faculty of Management Contact information at EDIRC.
Bibliographic data for series maintained by Frantisek Olsavsky ().