STUDY OF DECISION-MAKING PROCESS IN THE SELECTION OF THE SUPPLIER OF TOOLS FOR POLYURETHANE PARTS IN THE AUTOMOTIVE INDUSTRY

POVZETEK Vsako podjetje je v določenem trenutku kupec ali dobavitelj. Odnosi, ki jih vzpostavlja s svojimi poslovnimi partnerji, so ključnega pomena za njegovo uspešno delovanje. Naloga se poglobljeno ukvarja z odločanjem, in sicer z odločanjem v industriji, avtomobilski industriji. Najprej teoretično opredelimo proces odločanja v organizaciji njegove značilnosti in posebnosti. Kakovost odločanja temelji na dobrem poznavanju področja odločanja torej procesa, okoliščin, vrst in načinov odločanja. Odločanje ni le iskanje ene same rešitve, ampak prestavlja širši proces izbire odločevalca. V nalogi nas bo zanimalo, kako bo kupec gledal na dobavitelja. Zanimal nas bo način, kako se bo kupec odločil. Proces odločanja bomo gledali s strani dobavitelja. Običajno vsi avtorji proces odločanja obravnavajo v kontekstu nabavnega procesa. Torej v funkciji nabave. Naše razmišljanje in pristop bosta drugačna. Zanimalo nas bo, kako dobavitelj gleda na proces odločanja naročnika. Dobavitelj mora proces odločanja pri potencialnem kupcu poznati do te mere, da zna in zmore prilagoditi svojo ponudbo in svoje vedenje ter organiziranost tako, da bo vzbudil pozornost naročnika. Zlesti mu mora pod kožo. Seveda je to mogoče le z dobrim poznavanjem področja, konkurence, kupcev in razmer na tržišču. V aplikativnem delu naloge smo se osredotočili na raziskavo procesa odločanja v avtomobilski industriji pri izbiri dobavitelja orodij za izdelavo poliuretanskih izdelkov. To je sicer zelo ozko področje orodjarstva, vendar izkušnje in izsledke iz opravljene raziskave lahko apliciramo tudi na druga področja orodjarstva.Every company is within a certain time as well a buyer as a supplier. The relationships established by their business partners are the key to company’s successful operation. The Master thesis is specifically concerned with decision-making, decision-making in industry, the automotive industry particularly. At first, we theoretically define decision-making process in the organization. The quality of decision-making is based on good understanding of the field of decision-making process, therefore, circumstances, types and methods of decision-making. Making decisions is not only finding one single solution but represents a broader process of decision maker selection. In this thesis we are interested in how the customer looks at the supplier. We also discuss how the customer makes a decision. Decision-making process is seen from the supplier’s side. Of course, all the authors of the decision-making process deal with in the context from the purchasing process. The same is in the function of the purchase. Our thinking and approach are different. We are interested in how the supplier is looking on the decision-making process of the customer. The Supplier should know the process of decision-making of the potential buyer so well that he is able to adapt his offer, his acting and the organization in such a way, that it attracts the attention of the client. It has to crawl under his skin. Of course, this is only possible with a good knowledge of techniques, competition, customers and situation on the market. In the applicative part of the Master thesis, we have focused on research of decision-making process in the automotive industry of selecting a supplier of tools for the manufacture of polyurethane products. This is a very narrow field of toolmaking, but the experience and the results of the studies performed can be applied also to other areas of toolmaking