b2b buying behaviour
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Organisational Buying Behaviour
&Consumer
Buying BehaviourBy:Eshant SharmaPGCM-4 1410
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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
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Characteristics of Organisational Buying
Individual
Complexdimensions
GroupingTime
Quantitativecriteria
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Stages in Organisational Buying
Problem Recognition
Need Description
Product Specification
Supplier Search
Proposal Solidification
Supplier Selection
Order Specification
Performance Review
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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.
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Stages of Consumer BuyingInformation Search
EvaluationOf
Alternatives
Purchase DecisionPurchase
Post Purchase
Problem Recognition
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Types of Consumer Buying
Routine Response Limited Decision Making
Extensive Decision Making Impulse Buying
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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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ThankYou