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Webster And Wind • It considers four sets of variables: 1.Environmental 2.Organizational 3.Buying center 4.Individual Which, affect the buying- decision making process in a firm.

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Webster And Wind• It considers four sets of variables:1.Environmental2.Organizational3.Buying center4.Individual Which, affect the buying-decision making

process in a firm.

Jagdish Sheth Model

• This model highlights the decision-making by two or more individuals jointly

• Psychological aspects of the decision-making individuals in the industrial buying behavior

• It includes three components and situational factors, which determine the choice of a supplier or a brand in the buying decision making process in an organization.

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