Organizational Buyer Behaviour in the International Paper Industry

The aim of this research is to distinguish differences in purchase criteria between companies in the international paper industry and to examine and understand the characteristics of an intensive capital purchasing organizational buying centre in this industry. The study was undertaken on behalf of a company which operates within the same industry and is trying to understand their customers’ buying behaviour. One way to do that would be by contrasting the observations of what fabric manufacturers think about the fabrics and services provided by them to what their buyers (paper manufacturers) think. The companies are manufacturers of paper machine clothing also referred to as synthetic fabrics or forming fabrics. These fabrics are used by paper manufacturers to facilitate manufacture of paper