Organisational Buying Behaviour

&Consumer

Buying BehaviourBy:Eshant SharmaPGCM-4 1410

Organisational Buying Behaviour

The decision making process by which formal organisations

establish the need for purchased products and services and identify,

evaluate and choose among alternative brands and suppliers

Characteristics of Organisational Buying

Individual

Complexdimensions

GroupingTime

Quantitativecriteria

Stages in Organisational Buying

Problem Recognition

Need Description

Product Specification

Supplier Search

Proposal Solidification

Supplier Selection

Order Specification

Performance Review

Consumer Buying Behaviour

Consumer Buying Behaviour refers to the buying behaviour

of the ultimate consumer. Buying Behaviour is the decision

processes and acts of people involved in buying and using

products.

Stages of Consumer BuyingInformation Search

EvaluationOf

Alternatives

Purchase DecisionPurchase

Post Purchase

Problem Recognition

Types of Consumer Buying

Routine Response Limited Decision Making

Extensive Decision Making Impulse Buying

Salesman

Exhibition & Trade Shows

Direct Mail

Press Release

Journal

Professional conference

Trade News

Word-of-mouth

Active search Background of

individualSatisfaction with

purchase

Specialised education

Role orientation Life style

Expectation of1. Purchasing

agent2. Engineers3. Users

Industrial buying process

Perceptual distortion

Product specific factors

Company specific factors

Time Pressure Perceived risk Type of purchase

Joint decisions

Autonomous decisions

Orientation Size Centralisation

Conflict resolution1. Problem solving2. Persuasion3. Bargaining

Supplier or brand choice

Situational Factors

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