%0 Journal Article
	%A M. Arefi and  A.M. Amini and  K. Fallahi
	%D 2010
	%J International Journal of Economics and Management Engineering
	%B World Academy of Science, Engineering and Technology
	%I Open Science Index 42, 2010
	%T Drivers of Customer Satisfaction in an Industrial Company from Marketing Aspect
	%U https://publications.waset.org/pdf/11547
	%V 42
	%X One of the basic concepts in marketing is the concept
of meeting customers- needs. Since customer satisfaction is essential
for lasting survival and development of a business, screening and
observing customer satisfaction and recognizing its underlying
factors must be one of the key activities of every business.
The purpose of this study is to recognize the drivers that effect
customer satisfaction in a business-to-business situation in order to
improve marketing activities. We conducted a survey in which 93
business customers of a manufacturer of Diesel Generator in Iran
participated and they talked about their ideas and satisfaction of
supplier-s services related to its products. We developed the measures
for drivers of satisfaction first by as investigative research (by means
of feedback from executives and customers of sponsoring firm). Then
based on these measures, we created a mail survey, and asked the
respondents to explain their opinion about the sponsoring firm which
was a supplier of diesel generator and similar products. Furthermore,
the survey required the participants to mention their functional areas
and their company features.
In Conclusion we found that there are three drivers for customer
satisfaction, which are reliability, information about product, and
commercial features. Buyers/users from different functional areas
attribute different degree of importance to the last two drivers. For
instance, people from buying and management areas believe that
commercial features are more important than information about
products. But people in engineering, maintenance and production
areas believe that having information about products is more
important than commercial aspects. Marketing experts should
consider the attribute of customers regarding information about the
product and commercial features to improve market share.
	%P 1377 - 1383