Browsing by Subject "B-to-B green marketing"

Environmental issues have become an important part of today’s business. Some companies have made the decision to strive towards environmental friendliness of operation; others have decided to take a more reactive approach. Even though environmental issues have gotten much attention lately, the portion of green products out of total production is still very small. The purpose of this study is to find out using a single company case study if environmentalism adds value in the print business. From managerial perspective, the aim of the study is also to find out if the possible added value of environmentalism could be further enhanced. The main questions are: What are customers’ main selection criteria for making purchasing decisions? In what respect are customers’ purchasing decisions based on environmental values? Do customers feel that there is added value in environmentally friendly processes and materials? Data for the study is collected from thematic customer interviews, a newsletter survey and a literature review of previous research. Companies in the study include multinational, national and local ones. The study will use a mixed method approach with qualitative data from the interviews and quantitative data from the survey. By gathering data from two different sources with mainly qualitative and theory driven method of analysis, the reliability of the results is greater. Based on the results, environmental and sustainability issues are important issues for some customer companies in printing business, but not everyone wants to pay extra for environmental friendliness. Interestingly, there is clear evidence that also smaller companies are acknowledging the importance of environmental friendliness, so it is not only for large export-orineted companies. Some companies can be identified as proactively pursuing competitive advantages from sustainability and environmental friendliness. The results of the study are used to further develop the case company’s environmental marketing, for example by developing environmental management.