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Copyright © 2004 by South-Western, a division of Thomson Learning, Inc. All rights reserved. Developed by Cool Pictures and MultiMedia Presentations
Organizational Buying Process 1. Problem Recognition 2. General Description of Need 3. Product Specifications 4. Supplier Search 5. Acquisition and Analysis of Proposals 6. Supplier Selection 7. Selection of Order Routine 8. Performance Review
Three Buying Situations (slide 1 of 4) ,[object Object],[object Object],[object Object]
Three Buying Situations 1. New Task (slide 2 of 4) ,[object Object],[object Object],[object Object],[object Object],[object Object]
Three Buying Situations 2. Modified Rebuy (slide 3 of 4) ,[object Object],[object Object],[object Object],[object Object]
Three Buying Situations 3. Straight rebuy (slide 4 of 4) ,[object Object],[object Object],[object Object],[object Object]
Buying Decision Approaches Causal purchases …involve no information search or analysis. Routine low priority …decisions are more important and involve a moderate amount of analysis.
[object Object],The Buy-Side Requisitioning Process
Forces Influencing Organizational Buying Behavior Environmental Forces Organizational Forces Group Forces Individual Forces Organizational Buying Behavior ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],A projected change in business conditions can drastically alter buying plan.
With rising competitive pressures managers are using rigorous cost modeling approaches to identify factors that drive the cost of purchased goods and services. The Buygrid Framework for Organizational Buying Situations
Questions for the Industrial Salesperson ,[object Object],[object Object],[object Object]
Members of the buying center assume different roles throughout the procurement process. Clues for Identifying Powerful Buying Center Members
Selective Process & Cognition ,[object Object],[object Object],[object Object],[object Object]
Perceived Risk Components ,[object Object],[object Object]
The behavior of organizational buyers is influenced by environmental, organizational, group, and individual factors. Major Elements of Organizational Buying Behavior

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7.pdf This presentation captures many uses and the significance of the number...7.pdf This presentation captures many uses and the significance of the number...
7.pdf This presentation captures many uses and the significance of the number...
 

Ch03

  • 1. Copyright © 2004 by South-Western, a division of Thomson Learning, Inc. All rights reserved. Developed by Cool Pictures and MultiMedia Presentations
  • 2. Organizational Buying Process 1. Problem Recognition 2. General Description of Need 3. Product Specifications 4. Supplier Search 5. Acquisition and Analysis of Proposals 6. Supplier Selection 7. Selection of Order Routine 8. Performance Review
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  • 7. Buying Decision Approaches Causal purchases …involve no information search or analysis. Routine low priority …decisions are more important and involve a moderate amount of analysis.
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  • 10. With rising competitive pressures managers are using rigorous cost modeling approaches to identify factors that drive the cost of purchased goods and services. The Buygrid Framework for Organizational Buying Situations
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  • 12. Members of the buying center assume different roles throughout the procurement process. Clues for Identifying Powerful Buying Center Members
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  • 15. The behavior of organizational buyers is influenced by environmental, organizational, group, and individual factors. Major Elements of Organizational Buying Behavior