The Challenge
A global industrial components supplier required procurement decision-making data from 500 procurement heads and supply chain directors across US, Germany, Japan, and India. Mixed methodology: 440 CATI interviews + 60 IDIs with senior procurement leads.
Our Approach
CATI telephone interviews with screener targeting procurement authority above $500K annual spend. 60 IDIs with purposively sampled directors. Full thematic analysis of IDI transcripts. Data integration across CATI and IDI streams.
Results
440 CATI completes + 60 IDIs. 4 markets. 5-week delivery. Integrated quantitative and qualitative report delivered.
Client Outcome
IDI findings revealed that supplier relationship tenure outweighed price as the primary retention factor in Japan and Germany. Client adjusted its account management approach for those markets.
Project Specifications
- Markets Covered: US, Germany, Japan, India.
- Audience Recruited: Procurement heads and supply chain directors (spend >$500K/year).
- Methodology: Mixed-method (440 CATI telephone interviews + 60 qualitative IDIs).
- Analysis Type: Thematic analysis of transcripts combined with survey metrics.
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