2019 UPS Industrial Buying Dynamics Asia Pacific Study Results
New research commissioned by UPS into industrial buyers finds that despite growth in online business purchases, traditional offline relationships, face-to-face interactions and post-sales support weigh more heavily in purchasing decisions here than in other regions.
August 9, 2019
By PLA Editor
UPS released the results of its 2019 UPS Industrial Buying Dynamics Asia Pacific Study, which finds B2B buyers here in the region doing much of their purchasing online, and at the same time relying heavily on offline relationships and seeking out solid after-sales service. The study, which surveyed more than 3,400 industrial purchasers globally, including 600 from companies across China, Japan, and Thailand, offers valuable region-level insights and specific market-level traits that can help B2B businesses better connect with buyers in Asia.
Where in other regions, shifting demographics have a much bigger role to play in purchasing behaviour, to be successful here in Asia, a recommended approach is to consider buyers by job responsibility, rather than nationality or age demographic. As the study shows, Asia is a region of tremendous complexity –one where all buyers are focused on the targeted demands of service for their organizations.
Shifting Procurement Models
The report found strong indications that online buying is set to increase, with Asian buyers saying they plan to use this channel more within the next five years. Amongst those that prefer making purchases online, Japanese buyers purchase online at a higher rate (31 percent) than buyers in both China and Thailand (both at 14 percent). Meanwhile, in Thailand, companies with higher budgets report that in the next three to five years, they are more likely to move purchasing online; and in China, mobile online purchasing is seeing stronger growth than in other Asian nations.