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

Author

Listed:
  • Andreas Zehetner

    (Upper Austria University of Applied Sciences, Steyr, Austria)

  • Marijan Simek

    (Upper Austria University of Applied Sciences, Steyr, Austria)

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.

Suggested Citation

  • Andreas Zehetner & Marijan Simek, 2015. "Supplier Selection Criteria and the Role of Emotions: An Exploratory Study in an Upper-Austrian Setting," Marketing Science & Inspirations, Comenius University in Bratislava, Faculty of Management, vol. 10(4), pages 18-33.
    • Handle: RePEc:cub:journm:v:10:y:2015:i:4:p:18-33
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    More about this item

    Keywords

    emotions; supplier selection; purchasing decision;
    All these keywords.

    JEL classification:

    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing

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