logging in or signing up organisational buying behavior rvkimuskan Download Post to : URL : Related Presentations : Let's Connect Share Add to Flag Embed Email Send to Blogs and Networks Add to Channel Copy embed code: Embed: Flash iPad Dynamic Copy Does not support media & animations Automatically changes to Flash or non-Flash embed WordPress Embed Customize Embed URL: Copy Thumbnail: Copy The presentation is successfully added In Your Favorites. Views: 2206 Category: Product Traini.. License: All Rights Reserved Like it (2) Dislike it (0) Added: April 10, 2010 This Presentation is Public Favorites: 1 Presentation Description what are the process of buying in org. Comments Posting comment... By: Sumit Kumar34139 (18 month(s) ago) gud one Saving..... Post Reply Close Saving..... Edit Comment Close By: nkua (32 month(s) ago) gud ppt Saving..... Post Reply Close Saving..... Edit Comment Close Premium member Presentation Transcript Slide 1: PRESENTATION ON ORGANISATIONAL BUYING BEHAVIOUR BY RAVI NANDAN VERMA Organisational Buying Behaviour : Organisational Buying Behaviour ‘The decision-making process by which formal organisations establish the need for purchased products and services, and evaluate and choose among alternative brands and suppliers’ Webster and Wind 1989 Characteristics of organisational buying behaviour : Characteristics of organisational buying behaviour Fewer, larger buyers Derived demand Professional purchasing Direct dealings - large purchaser of materials no intermediaries Multiple purchase influences Slide 4: Organizational Buying Process 1. Problem Recognition 2. General Description of Need 3. ProductSpecifications 4. Supplier Search 5. Acquisitionand Analysisof Proposals 6. Supplier Selection 7. SelectionofOrder Routine 8. PerformanceReview Buying Situations : Buying Situations New task—the problem or need is totally different from previous experiences. Significant amount of information is required. Buyers operate in the extensive problem solving stage. Slide 6: Modified rebuy—decision makers feel there are benefits to be derived by reevaluating alternatives. Most likely to occur when displeased with the performance of current supplier. Buyers operate in the limited problem solving stage. Buyers have well defined criteria. Slide 7: Straight rebuy—the problem or need is a recurring or continuing situation. Buyers have experience in the area in question. Require little or no new information. Buyers operate in the routine problem solving stage. Organizational Buying Processes : Organizational Buying Processes Participants in the Business Buying Process : Participants in the Business Buying Process Initiators Users Influencers =) Particularly technical personnel 4. Deciders 5. Approvers 6. Gatekeepers =) Purchasing agent, telephone operator, Receptionist etc Forces Influencing Organizational Buying Behavior : Forces Influencing Organizational Buying Behavior EnvironmentalForces OrganizationalForces GroupForces IndividualForces OrganizationalBuyingBehavior Economic Outlook: Domestic & Global Technological Change Global Trade Relations Goals, Objectives, and Strategies Organizational Position of Purchasing Roles and patterns of interaction of buyingdecision participants Job function and pastexperience of individualdecision participants Slide 11: THANK YOU You do not have the permission to view this presentation. In order to view it, please contact the author of the presentation.