ABSTRACT
The main purpose of this study is to identify the motivational
influences on customer buying behaviour of industrial products in the
south- eastern states and to profer strategies that would enable
producers of industrial products to gain a desirable fair market share.
The south- eastern states covered in this study are- Anambra, Enugu,
Ebonyi Imo and partly Abia states.
The methodological approach adopted is the survey method of
research. The research studied relationship with the buyers of
industrial products.
Literature review was made from works done by eminent
scholars, professionals and other marketing practitioners and
secondary data was sourced too. Primary data for this study was
gathered from questionnaires sample and oral interviews
administered to industrial users which was tested.
The data collected were tabulated and analyzed using
spearman rank order correction coefficient (RHO)rs as test statistic:
rs=1-6Σds/N (Ns-1).
The findings of this research shows that
Price plays a significant role in the buying decision of industrial
product user / customer.
b) Many industrial product users always make use of straight
rebuy method.
c) Though a product many be substandard, people still opted for
it.
d) Industrial product customer makes their purchase occasionally.
It is concluded that
a) Price and trade name are significant variables in consideration
by industrial customers as motivational factor.
b) Companies with good product image and trade name/mark
stand to gain more market share as they adopt straight rebuy
method.
c) The study strongly recommends that manufactures of industrial
products should improve on their product quality with
considerate price reductions, as this highly influenced their
customers
