Organizational Buying Behaviour-

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Characteristics

• Organizational buying Behaviour is a multi-person buying activity.

Participants in the Business Buying Process

• Users 

The persons who use the item. Say for safety gloves the operators.

• Initiators

• The persons who request the purchase. The safety officer may initiate the request for the purchase.

• Influencers 

• Persons who held define specifications. In this case of safety gloves, the safety officer may himself define specifications. If an industrial engineer is in the organization, he may also be consulted. There can a different gloves for different working situations and industrial engineer may be more aware of specific requirements due to his special nature of work - human effort engineering.

 

Participants in the Business Buying Process

• Buyers

• They are the person who actually do the buying transaction.

• Gatekeepers

• They control access to personnel in a company. The receptionist, the secretaries etc.

• Deciders

• People who decide on product requirements and suppliers. It is the final approval for product specifications and suppliers' list. 

• Approvers

• Persons who approve the purchase. In the case of safety gloves, the personal manager may have the power to approve. 

Who are the Organizational Consumers

• Mining and Extractive Industries• Material Processing Industries• Manufacturing of Parts and Assembly• Final Assembly• Distributors

Source: R.E. Webster, Jr and Y Wind, journal of Marketing,

36, pp 12-17, April, 1972.

The Sheth Model

Organizational Buying Situations

 • Straight re-buy

• In this buying situation, only purchasing department is involved. They get an information from inventory control department or section to reorder the material or item and they seek quotations from vendors in an approved list.

• The "in-suppliers" make efforts to maintain product and service quality. The "out-suppliers" have to make efforts to get their name list in the approved vendors' list and for this purpose they have to offer something new or find out any issues of dissatisfaction with current suppliers and promise to provide better service.

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• Modified re-buy

• In this buying situation, there is a modification to the specifications of the product or specifications related to delivery. Executives apart from the purchasing department are involved in the buying decisions. The company is looking for additional suppliers or is ready to modify the approved vendors list based on the technical capabilities and delivery capabilities.

• New task buy

• In this situation, the buyer is buying the product for the first time. As the cost of the product or consumption value becomes higher, more number of executives are involved in the process. The stages of awareness, interest, evaluation, trial, and adoption will be there for the products of each potential supplier. Only the products which pass all the stages will be on the approved list and price competition will follow subsequently.

Categories of Organizational Buying Decision based on Situation

Buying Situation

Level of effort Risk Buyers Involved

Straight re-buy Nominal Decision Making

Low Automatic recorder

Modified re-buy Limited Decision Making

Low to moderate One or Few

New Task Extended Decision Making

High Many

Product Life Cycle Stages and The Size of DMU

Product Life Cycle Stage

Type of Purchase Decision Situation

Size of DMU Key Functions Affecting the Purchase Decision

Introduction New Task Large Engineering and R & D

Growth Modified re-buy Medium Production and top Management

Maturity Straight re-buy Small Purchase Function

Selection of A Supplier• Reliability of delivery dates promised

• Price

• Supplier’s flexibility

• Consistency in dealing of the supplier

• Rejection rates

• Kind of Manufacturing facility

• Efficient follow-up of the order

• Quality of service

• Prompt attention to the enquires

• Supplier overall reputation.

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