Purchase decision variables for industrial goods in Cali and Yumbo

Abstract

This paper is the result of a research project for which purchasing managers at small, medium, and large-size manufacturing companies in Cali and Yumbo were surveyed and interviewed to identify variables that have an impact on the decision to purchase industrial goods and services such as raw materials, hardware, and spare parts, as well as machinery maintenance and repair services. This information was used to identify the level of significance given by purchasers to the following factors when making a purchasing decision: proximity, supplier’s level of technological development, price, delivery terms, product quality, warranty, quality certification, performance and punctuality, credit, confidentiality, reliability, personalized service, technical support, service outside office hours, on weekends and holidays, after-sales service, supplier’s own fleet, degree of friendship with suppliers, training on the part of suppliers, product origin (whether local or imported), supplier’s ethical practices, supplier company’s size, sales representative’s training level, and frequency of sales calls.