Features of consumer behavior of industrial enterprises and its impact on the implementation of the procurement process in modern conditions

To ensure ongoing production activity of an industrial enterprise regularly acquires a large number of different goods, works and services from external suppliers and contractors. A procurement activity at the industry enterprises is one of the main business processes. It strongly depends on the action as various factors of the external and internal environment of the company.

The external environment of modern industrial enterprises characterized as complex, mobile and uncertain that markedly complicates management decisions, increases the level of risk. On the other hand impose significant limits internal features of consumer behavior of industrial enterprises. Among them distinguish particular conservatism, aiming at stability in the relationship, the need to maintain the continuity of the technological cycle, fear of possible negative effects and additional cost when you change the properties of the materials consumed or from changing the traditional supplier. In most cases, this is a consequence of the desire of management to protect the production process from the uncertainties and risks. Special industry consumer behavior significantly influences the organization of procurement activities and needs to take into account when designing the interaction model manufacturing company with external environment in modern conditions. To address emerging issues new procurement mechanisms and tools, such as e-commerce, regulated procedures for selecting suppliers, etc. should be complemented by development institutions long-term intercompany coordination, such as the rules of interaction, coordination structures, interfirm networks, etc. 

1. Kotler Ph. Osnovy marketinga [Marketing bases]. Moscow: Progress, 1991. 640 p. (In Russ.)

2. Marketing vo vneshneekonomicheskoi deyatel’nosti predpriyatiya [Marketing in foreign economic activity of the enterprise]. Moscow: Vneshtorgizdat, 1989. 152 p. (In Russ.)

3. Webster F. Osnovy promyshlennogo marketinga [Bases of industrial marketing]. Moscow: Izdatel’skii Dom Grebennikova, 2005. 416 p. (In Russ.)

4. Korporativnaya logistika: 300 otvetov na voprosy professionalov [Corporate logistics: 300 answers to questions of professionals]. Moscow: INFRA-M, 2005. 976 p. (In Russ.)

5. Slet klyuchevykh postavschikov v Vykse. Konf. «Strategiya razvitiya sistemy zakupok gruppy kompanii OMK do 2017 goda». Available at: http://www.up-pro.ru/ library/logistics/procurement/slet-postavschikov.html/ (accessed: 09.02.2017). (In Russ.)

6. Stali izvestny luchshie postavschiki AVTOVAZa. Available at: http://www.autostat.ru/news/view/22530/ (accessed: 09.02.2017). (In Russ.)

7. Yuldasheva O. Industrial buyers. Behavior Models. Novosti elektrotechniki. 2005. No. 3(33). Pp. 18–22. (In Russ.)

8. Denisova A.L., Ulyakhin T.M. Upravlenie konkurentosposobnost’yu pomyshlennogo predpriyatiya: aspekty kachestva [Management of competitiveness of the industrial enterprise: aspects of quality]. Tambov: Izdatel’stvo TGTU, 2006. 120 p. (In Russ.)

9. Shkardun V.D., Akhtyamov T.M. Technique of research of competition in the market. Marketing v Rossii I za rubezhom. 2000. No. 4. Pp. 44-54. (In Russ.)

10. Ne sdelano v Yuaponii [Not done in Japan]. Kommersant. 2011. May 10. (In Russ.)

11. Sidorova O.V. Types and organizational models of e-commerce. Kreativnaya ekonomika. 2012. No. 1(61). Pp. 95–100. (In Russ.)

12. Heater K. Ekonomika otraslei i firm [Economy of branches and firms]. Moscow: Finansy i statistika, 2004. 480 p. (In Russ.)

13. «Doverennaya tret’ya storona» [«Trusted Third Party»]. Aukcinny vestnik. 2013. March 15. (In Russ.)

14. Problema prozrachnosti [The problem of transparency]. Vedomosti. 2012. December 4.

15. Pleshchenko V.I. Formation of structures of social type round producers as modern approach to the organization of market communications. Ekonomika v promyshlennosti = Economy in the industry. 2014. No. 1. Pp. 3–8. (In Russ.). DOI: 10.17073/2072-1633-2014-1-3-8

16. Pleshchenko V.I. The role of collective communities in ensuring the stability of the industrial enterprises in the economic crisis. Ekonomika v promyshlennosti = Economy in the industry. 2015. No. 2. Pp. 59–65. (In Russ). DOI: 10.17073/2072-1633-2015-2-59-65