Business impact of shifting PC purchase patterns : environmental influence on B2B end-customers
Kaipola, Riina (2024)
2024
All rights reserved. This publication is copyrighted. You may download, display and print it for Your own personal use. Commercial use is prohibited.
Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2024053119584
https://urn.fi/URN:NBN:fi:amk-2024053119584
Tiivistelmä
Over the last few years, discussions around the increase of e-waste globally have gotten consumers to search for sustainable equipment that could fulfil their needs, like new ones. However, there is no research on whether business-to-business customers have already changed their purchase behaviour from an environmental point of view.
The objective of this thesis was to study the changes in ecological consumption habits in B2B End-customers' PC purchase behaviour and future anticipations. The purpose was to identify whether a change occurred and prepare guidelines for the commissioning company for future challenges and how to gain a competitive advantage against other wholesalers.
One-on-one interviews were used as the data collection method, in which the participants were five professionals from both reseller and End-customer organisations. The results from primary data were compared with the secondary data in the theoretical framework to create schemes to recommend for the commissioner.
The participants did not recognise a clear indication of change in purchase behaviour solely based on ecology. Their perception for the future is that the change will start soon, and companies should prepare to meet customers' needs once the change fully occurs. All participants would like to see indications of strategic purchase decisions from their customers based on sustainable purchase behaviour.
The guidelines were based on three key elements: a value creation strategy, a circular economy framework, and procurement legislation and market constraints. These elements were utilised to create three schemes with different levels of effort for the commissioning company to apply to their strategies.
The objective of this thesis was to study the changes in ecological consumption habits in B2B End-customers' PC purchase behaviour and future anticipations. The purpose was to identify whether a change occurred and prepare guidelines for the commissioning company for future challenges and how to gain a competitive advantage against other wholesalers.
One-on-one interviews were used as the data collection method, in which the participants were five professionals from both reseller and End-customer organisations. The results from primary data were compared with the secondary data in the theoretical framework to create schemes to recommend for the commissioner.
The participants did not recognise a clear indication of change in purchase behaviour solely based on ecology. Their perception for the future is that the change will start soon, and companies should prepare to meet customers' needs once the change fully occurs. All participants would like to see indications of strategic purchase decisions from their customers based on sustainable purchase behaviour.
The guidelines were based on three key elements: a value creation strategy, a circular economy framework, and procurement legislation and market constraints. These elements were utilised to create three schemes with different levels of effort for the commissioning company to apply to their strategies.