03118nas|a2200397 i 4500 20260817163520.0 121095s1992 th uu m rtt 00| a1eng d .b10098720 AIT RSPR no. SM-92-10 Dhirendra, Sood Assessment of buyer perceptions : a case study of exporting aluminium packaging tube production lines Bangkok : Asian Institute of Technology, 1992 [49] leaves : ill. Research studies project report ; no. SM-92-10 A research study submitted in partial fulfillment of the requirement for the degree of Master of Business Administration. Research Studies Project Report (M.B.A.) - Asian Institute of Technology, 1992 This study deals with a marketing problem faced by an aluminum packaging tube making machinery manufacturer located in Thailand . This manufacturer - a German, Thai joint venture - virtually controls t he Asian market and has sold machinery even to top companies in Japan. During t he last three years, this company has been trying to sell this machinery in Europe. In spite of a substantial cost advantage vis-a vis the European companies these efforts have not succeeded. This research study is an attempt to examine this issue in detail. In this study, firstly an effort has been made to identify the predominant force which governs this industry's competition. In this particular case the predominant force is the customer's bargaining power. Effort was then d irected towards looking into the actual buying process that an indust rial customer follows the different criterion used by the customer during the buying process I have been focussed upon. j On the basis of these criterion, selected potential cust omers were interviewed and their different expectations were examined. These expec.tations were studied against what the company in Thailand is actually providing with a view towards bringing out the "gap". Based on this analysis some suggestions have been made to facilitate the entry of the firm into the European market . Industrial marketing Consumers' preferences Ramanathan, K., Chairperson Sharif, M. N., Examination committee Soegaard, Ragnar, Examination Committee Japan, Scholarship donor Asian Institute of Technology. Research studies project report ; no. SM-92-10 Full-Text http://203.159.5.9/ait-thesis/detail.php?q=B16457 .b10098720 mnait y 240411 2 951012 m a y 0 mnait mnarc 20 40 Barcode : 30050003112769 CREATED : 1995-10-13 RECORD # : i1010902x LPATRON : 0 LCHKIN : - # RENEWALS : 0 # OVERDUE : 0 IUSE3 : 0 TOT CHKOUT : 0 TOT RENEW : 0 Barcode : 30050160106042 CREATED : 2016-04-21 RECORD # : i12944610 LPATRON : 0 LCHKIN : - # RENEWALS : 0 # OVERDUE : 0 IUSE3 : 0 TOT CHKOUT : 0 TOT RENEW : 0 8992 8992 0 0 0 0 MAIN MAIN mnait 2026-08-17 10.00 0 AIT RSPR no. SM-92-10 30050003112769 2026-08-17 16:35:20 1 2026-08-17 20 0 0 0 0 MAIN MAIN mnarc 2026-08-17 0 AIT RSPR no. SM-92-10 30050160106042 2026-08-17 16:35:21 2026-08-17 40