How are business relationships in the mining industry developed? : Case: Sustainable power generation solutions for the mining industry
Öling, Mikael (2019)
Julkaisu on tekijänoikeussäännösten alainen. Teosta voi lukea ja tulostaa henkilökohtaista käyttöä varten. Käyttö kaupallisiin tarkoituksiin on kielletty.
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This master´s thesis examines the business-to-business relationship development process in the mining industry. The focus of the study is put on the case of supply of power generation solutions for mining operations. The methodology applied to this study is the mixed method approach, which makes use of both quantitative and qualitative data. The quantitative data collection was conducted through an anonymous questionnaire among a small group of mining company representatives. The qualitative data collection was done through a semi-structured interview with a professional with extensive experience in the mining industry. The findings indicate that mining companies heavily rely on external parties in the process of finding suitable electricity supply solutions. Since mining companies primarily focus on mining operations and lack the energy expertise, the sourcing of such solutions is to a large extent outsourced to consultants. Catching leads and developing solutions at an early stage, therefore, requires a supplier to have relationships with such consultants that have influence on the decision-making process of the mining companies.