The Internet's impact on the industrial buying process : a case study of Sandvik MT

IBB has been considerably changing during the last few decades, and one reason for this is the use of information technology (IT). Through the expansion of IT, the Internet has been developed, and is today an important part of industrial firms’ buying process. By performing a descriptive and partly exploratory study, the aim of this thesis could be fulfilled. This thesis has investigated, through two focused face-to-face interviews, how the Internet has impacted on the buying process in industrial firms. It has also described that the Internet has affected the search for information about suppliers the most: and not so much regarding order placements. Furthermore this thesis has shown that e-mail is a frequently used tool for purchasers when communicating with suppliers.Validerat; 20101217 (root