Industrial procurement and factors affecting industrial procurement decisions -an application in veterinary health products market

This research aims at examining the 'process' of 'industrial procurement' itself as well as thedecision making process in 'buying.' The study has been conducted through the review of theliterature. While establishing the veterinary health products market as the main research field,the existing data on market research was used for testing the hypothesis.Furthermore the research investigates the relationship between the decision making process ofveterinarians and the factors influenced this decision making process. For that reason, asurvey has been conducted with the participant of 77 veterinarians operating in Turkey. Theveterinarians involved were asked about their criteria while purchasing the animal healthproducts.While there has not been a significant increase in the animal stock, the last decade witnessed adramatic increase in the consumption of animal health products. Analyzing underlying factorsbehind this phenomenon, the research argues that authorizing veterinarians in purchasingprocess is the main impetus of this increase. That is, while positioning themselves as'intermediaries', the animal health professionals has been concerned more about theircommercial interests rather than factors related to product, `ingredients, contents andformulations' of the products. To sum up, the 'financial concerns' have become the drivingfactors of the industrial procurement process in the animal health industry.