Buying influence of functional classes of management for selected chemical companies
Kapella, William A.
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The purpose of this investigation was to determine the buying influence of the six functional classes of management for selected chemical companies in the Chicago Metropolitan Area. The companies were contacted by mail initially, and if interest was shown, they were visited personally and a quantity of questionnaires was distributed to those individuals with management responsibility. Six of the eighteen companies contacted participated in the study. A total of 91 usable questionnaires aero returned. The purchasing department has the nest overall total influence. The sales department influences purchases the least. On the basis of job function, respondents indicated greatest influence in the following areas: Chemicals & Raw Materials 1. Purchasing (50-100% influence) 2. Research & Development (25-60%) 3. Production (24-56%) Equipment 1. Design A Construction (85-100% influence) 2. Production (32-76%) All functional classes recommend and select suppliers to a large degree (63-90% take pert in this) except sales which has a 25% participation. A large percentage of each group (except sales) follow new developments and uses of chemicals and equipment and recommend their purchase if applicable.