Consumer buying process&Organizational buying behavior

Akshay JadhavSejal Chaurasia

Consumer buying

process

Video

Internal Stimuli

External Stimuli

1. Need Recognization

Internal information

External information

2. Information Search

Evaluate their attributes on two aspects Each consumer does not attribute the same

importance to each attribute Use the information previously collected and

his perception or image The evoked set (consideration set) Inept set OR Inert set Level of involvement of the consumer and the

importance of the purchase

Evaluation of alternative

choose the product or brand that seems most

appropriate

depend on the information and the selection made in the previous step

Purchase Decision

Satisfied

Dissatisfied

Post-purchase Use and Disposal

Post-purchase behavior

Post Purchase Use and

Disposal

Organizational Buying

Behavior Organization buying is the decision-makig process by

which formal organizations establish the need for purchased and services and identify, evalute, and choose among alternative brands and suppliers.

Organizational Buying

Process

Users : These are the people who will directly

use or consume or require the product or service in order to undertake their operational duties.

Influencers : These are individuals or groups who help specify the requirements or provide information to help evaluate the alternatives. People who provide technical input are usually in this group.

Buyers : These individuals and groups have the formal authority to select vendors and undertake the actual purchase transaction. They may take a major role in the negotiation on price and conditions of supply.

Different groups or individuals may play one or more of the following roles

Environmental Factor Organizational Factor Interpersonal Factors Individual Factors

Major Influences on Business Buyers