MRO 구매의 결정요인에 관한 연구 : 중간 유통업체 유형 및 제품의 관여도를 중심으로 = A Study on Factors for Purchasing Decision of MRO : Focusing on types of distributors and product involvement

다국어 초록 (Multilingual Abstract)

Various studies on industrial markets have been done in a marketing aspect. However, most of the studies on marketing and factors for purchasing decision-related to industrial materials have focused on analyses of factors from the viewpoint of ultimate purchasers, and there have been few studies on distributors and the importance of attribute considered in purchasing decision.
Therefore, the purpose of this study is to compare types and product involvement of distributors as the study on the importance by attribute of products and non-products in purchasing decision of MRO items in the industrial market.
This study consists of five chapters. Chapter 1 explained the background, purpose, range, process, and composition of the study. Chapter 2 examined the present condition of the MRO industry, described theoretical reviews of the precedent theses, studies, and literature, and drew the selection factors that affect involvement and purchase decision-making. Chapter 3 explained six variables which are a country of origin, prices, quality, delivery, aesthetic values, and relationship and developed a measurement tool including the composition of questionnaires is the part about the design of the study. Chapter 4 verified research hypotheses by collecting materials and through empirical analyses. And Chapter 5 summarized the results of the study through the analytical results and described marketing implications and the limit of the study.
The result that compared and analyzed product involvement and type of distributors about the importance by attribute of products and non-products in purchasing decision of MRO items has found that the importance degrees by attribute are different in purchasing decision among products of high and low involvement and in types of distributors. For the importance degrees among each attribute, the correlation was proved. And the importance degrees by attribute in purchasing decision of products have no different from one another according to general characteristics.
The study could grasp the differences in the importance by attribute in purchasing decision from the distributor. And the study is expected that the establishment and approach of marketing strategies are possible at more efficient and display levels to promote stable and continuous sales and increased market share of MRO item suppliers and their relationships with purchasers.

Key words: Maintenance, Repair, Operation (MRO), Involvement, Supply, Purchasing agency, vendor and selection factors for suppliers

목차 (Table of Contents)

• 제1장 서론 1
• 제1절 연구의 배경 및 목적 1
• 제2절 연구 범위, 진행 절차 및 구성 3
• 제2장 이론적 배경에 대한 고찰 5
• 제1절 산업재 시장의 분류와 소모성 자재 산업 5
• 1. 제품의 분류 5
• 2. 소모성 자재 산업의 정의 6
• 3. 소모성 자재 산업 현황 12
• 제2절 산업재 마케팅 16
• 1. 산업재 마케팅의 정의 16
• 2. 산업재 마케팅의 발전과정 17
• 3. 산업재 시장의 구매행동 19
• 4. 구매센터 20
• 5. 산업재의 구매유형 21
• 제3절 제품관여도 22
• 1. 소비자행동 22
• 2. 관여도 23
• 제4절 공급업체 선정요인 25
• 1. 산업재 시장의 공급업체 선정요인 25
• 2. 소모성자재 공급업체 선정요인 31
• 제3장 연구 설계 32
• 제1절 연구분석절차 32
• 제2절 연구가설 33
• 제3절 주요 변수에 대한 설명 35
• 1. 원산지 속성의 역할 35
• 2. 가격 속성의 역할 36
• 3. 품질 속성의 역할 37
• 4. 심미적 가치 속성의 역할 37
• 5. 납기 속성의 역할 38
• 6. 관계 속성의 역할 39
• 제4장 실증분석 40
• 제1절 자료 수집 및 분석 방법 40
• 제2절 표본의 특성 분석 40
• 제3절 구매속성 항목의 신뢰도 분석 43
• 제4절 가설검증 44
• 1. 가설 1의 검증 44
• 2. 가설 2의 검증 47
• 3. 가설 3의 검증 53
• 제5장 결론 61
• 제1절 연구의 결과 및 시사점 61
• 제2절 연구의 한계점 및 향후 연구방향 64
• [참고문헌] 65
• Abstract 74
• [부록] 설문지 76