Christos Kakazoukis

How Macro Environmental Forces Affect Business Buying Behavior: a Case Study of the Second Hand Truck Business Christos Kakazoukis

The purpose of this research is to describe changes in buying behaviors from influence of macro environmental forces. The author investigates how the purchasing behavior of retailers and customers has changed after the financial crisis within the area of second hand trucks. It is interesting from companies and academic point of view to investigate how the buying behavior has changed, and what factors that influences the changing of the buying behavior. The buying process is a complex matter as many internal and external factors have an impact on the buying decisions. Environmental forces are affecting companies' strategies and buying behavior. Knowing the external environment is the context in which a business operates. Each factor can have an effect on the business, positive or negative, and therefore the companies develop plans and strategies to anticipate these effects in the best way. A part of this thesis work will identify and discuss the macro environmental forces that influence the retailers and customers' buying behavior and how they have changed their business strategies.