SlideShare ist ein Scribd-Unternehmen logo

Ch03

‱Als PPT, PDF herunterladen‱
‱
P
pmpooja

MIS

BusinessTechnologie
1 von 15
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

Empfohlen

Organisational buying behavior mk 2
Organisational buying behavior mk 2Organisational buying behavior mk 2
Organisational buying behavior mk 2Sushil Sinha
 
INDUSTRIAL MKTG 2
INDUSTRIAL MKTG 2INDUSTRIAL MKTG 2
INDUSTRIAL MKTG 2Prince Srivastava
 
Who participates in the business to-business buying process?
Who participates in the business to-business buying process?Who participates in the business to-business buying process?
Who participates in the business to-business buying process?Sameer Mathur
 
How do business buyers make their decisions?
How do business buyers make their decisions?How do business buyers make their decisions?
How do business buyers make their decisions?Sameer Mathur
 
Factors influencing industrial buying (ism)
Factors influencing industrial buying (ism)Factors influencing industrial buying (ism)
Factors influencing industrial buying (ism)Dr. Chandra Shekhar Singh
 
How do business buyers make their decision
How do business buyers make their decisionHow do business buyers make their decision
How do business buyers make their decisionSameer Mathur
 
6.3)Who participates in B2B buying process?
6.3)Who participates in B2B buying process?6.3)Who participates in B2B buying process?
6.3)Who participates in B2B buying process?114iiminternship
 
Business Buying Behavior
Business Buying BehaviorBusiness Buying Behavior
Business Buying BehaviorNational School Of Business, Bangalore
 

Empfohlen

Organisational buying behavior mk 2
Organisational buying behavior mk 2Organisational buying behavior mk 2
Organisational buying behavior mk 2Sushil Sinha
 
INDUSTRIAL MKTG 2
INDUSTRIAL MKTG 2INDUSTRIAL MKTG 2
INDUSTRIAL MKTG 2Prince Srivastava
 
Who participates in the business to-business buying process?
Who participates in the business to-business buying process?Who participates in the business to-business buying process?
Who participates in the business to-business buying process?Sameer Mathur
 
How do business buyers make their decisions?
How do business buyers make their decisions?How do business buyers make their decisions?
How do business buyers make their decisions?Sameer Mathur
 
Factors influencing industrial buying (ism)
Factors influencing industrial buying (ism)Factors influencing industrial buying (ism)
Factors influencing industrial buying (ism)Dr. Chandra Shekhar Singh
 
How do business buyers make their decision
How do business buyers make their decisionHow do business buyers make their decision
How do business buyers make their decisionSameer Mathur
 
6.3)Who participates in B2B buying process?
6.3)Who participates in B2B buying process?6.3)Who participates in B2B buying process?
6.3)Who participates in B2B buying process?114iiminternship
 
Business Buying Behavior
Business Buying BehaviorBusiness Buying Behavior
Business Buying BehaviorNational School Of Business, Bangalore
 
What buying situations do organizational buyers face
What buying situations do organizational buyers faceWhat buying situations do organizational buyers face
What buying situations do organizational buyers faceSameer Mathur
 
Industrial buying-behavior
Industrial buying-behaviorIndustrial buying-behavior
Industrial buying-behaviorchoco421
 
organization buying behavior
organization buying behaviororganization buying behavior
organization buying behaviorANKIT GANGWAL
 
Organizational buying process
Organizational buying processOrganizational buying process
Organizational buying processSujan Oli
 
Purchasing Decision
Purchasing DecisionPurchasing Decision
Purchasing DecisionSteve Raybould
 
Business buying behaviour
Business buying behaviourBusiness buying behaviour
Business buying behaviourOsmawati Osman
 
Industrial buyer behaviour
Industrial buyer behaviourIndustrial buyer behaviour
Industrial buyer behaviourSublaxmi Gupta
 
Organizational buying-behavior
Organizational buying-behaviorOrganizational buying-behavior
Organizational buying-behaviorAnil Talanki
 
Nature of business buying
Nature of business buyingNature of business buying
Nature of business buyingKaushal Kishor Tyagi
 
Business buying process
Business buying processBusiness buying process
Business buying processtuki1
 
Buying situations and b2b breif
Buying situations and b2b breifBuying situations and b2b breif
Buying situations and b2b breifSameer Mathur
 
Major types of buying situations
Major types of buying situationsMajor types of buying situations
Major types of buying situationsTopu Kawser
 
Change in buying situations
Change in buying situationsChange in buying situations
Change in buying situationssweenthomas
 
Chapter 4
Chapter 4Chapter 4
Chapter 4neerjahira
 
What buying situations do organizational buyers face
What buying situations do organizational buyers faceWhat buying situations do organizational buyers face
What buying situations do organizational buyers faceSameer Mathur
 
Appropriate marketing strategies over various buying situations and
Appropriate marketing strategies over various buying situations andAppropriate marketing strategies over various buying situations and
Appropriate marketing strategies over various buying situations andLakshmi Mohan
 
Business Market and Business Buyer Behavior - Philip Kotler & Gary Armstrong ...
Business Market and Business Buyer Behavior - Philip Kotler & Gary Armstrong ...Business Market and Business Buyer Behavior - Philip Kotler & Gary Armstrong ...
Business Market and Business Buyer Behavior - Philip Kotler & Gary Armstrong ...MD Tamal
 
What is the business market, and how does it differ from the consumer market
What is the business market, and how does it differ from the consumer marketWhat is the business market, and how does it differ from the consumer market
What is the business market, and how does it differ from the consumer marketSameer Mathur
 
Marketing Buying system
Marketing Buying systemMarketing Buying system
Marketing Buying systemPartha Pratim Mahanta
 
Business to business marketing
Business to business marketingBusiness to business marketing
Business to business marketingPrana Business Consulting
 
Nature of industrial buying
Nature of industrial buyingNature of industrial buying
Nature of industrial buyingBhupesh Kushwaha
 
CHAPTER 3 BM.pptx
CHAPTER 3 BM.pptxCHAPTER 3 BM.pptx
CHAPTER 3 BM.pptxMoon253503
 

Weitere Àhnliche Inhalte

Was ist angesagt?

What buying situations do organizational buyers face
What buying situations do organizational buyers faceWhat buying situations do organizational buyers face
What buying situations do organizational buyers faceSameer Mathur
 
Industrial buying-behavior
Industrial buying-behaviorIndustrial buying-behavior
Industrial buying-behaviorchoco421
 
organization buying behavior
organization buying behaviororganization buying behavior
organization buying behaviorANKIT GANGWAL
 
Organizational buying process
Organizational buying processOrganizational buying process
Organizational buying processSujan Oli
 
Purchasing Decision
Purchasing DecisionPurchasing Decision
Purchasing DecisionSteve Raybould
 
Business buying behaviour
Business buying behaviourBusiness buying behaviour
Business buying behaviourOsmawati Osman
 
Industrial buyer behaviour
Industrial buyer behaviourIndustrial buyer behaviour
Industrial buyer behaviourSublaxmi Gupta
 
Organizational buying-behavior
Organizational buying-behaviorOrganizational buying-behavior
Organizational buying-behaviorAnil Talanki
 
Business buying process
Business buying processBusiness buying process
Business buying processtuki1
 
Buying situations and b2b breif
Buying situations and b2b breifBuying situations and b2b breif
Buying situations and b2b breifSameer Mathur
 
Major types of buying situations
Major types of buying situationsMajor types of buying situations
Major types of buying situationsTopu Kawser
 
Change in buying situations
Change in buying situationsChange in buying situations
Change in buying situationssweenthomas
 
Chapter 4
Chapter 4Chapter 4
Chapter 4neerjahira
 
What buying situations do organizational buyers face
What buying situations do organizational buyers faceWhat buying situations do organizational buyers face
What buying situations do organizational buyers faceSameer Mathur
 
Appropriate marketing strategies over various buying situations and
Appropriate marketing strategies over various buying situations andAppropriate marketing strategies over various buying situations and
Appropriate marketing strategies over various buying situations andLakshmi Mohan
 
Business Market and Business Buyer Behavior - Philip Kotler & Gary Armstrong ...
Business Market and Business Buyer Behavior - Philip Kotler & Gary Armstrong ...Business Market and Business Buyer Behavior - Philip Kotler & Gary Armstrong ...
Business Market and Business Buyer Behavior - Philip Kotler & Gary Armstrong ...MD Tamal
 
What is the business market, and how does it differ from the consumer market
What is the business market, and how does it differ from the consumer marketWhat is the business market, and how does it differ from the consumer market
What is the business market, and how does it differ from the consumer marketSameer Mathur
 

Was ist angesagt? (20)

What buying situations do organizational buyers face
What buying situations do organizational buyers faceWhat buying situations do organizational buyers face
What buying situations do organizational buyers face
 
Industrial buying-behavior
Industrial buying-behaviorIndustrial buying-behavior
Industrial buying-behavior
 
organization buying behavior
organization buying behaviororganization buying behavior
organization buying behavior
 
Organizational buying process
Organizational buying processOrganizational buying process
Organizational buying process
 
Purchasing Decision
Purchasing DecisionPurchasing Decision
Purchasing Decision
 
Business buying behaviour
Business buying behaviourBusiness buying behaviour
Business buying behaviour
 
Industrial buyer behaviour
Industrial buyer behaviourIndustrial buyer behaviour
Industrial buyer behaviour
 
Organizational buying-behavior
Organizational buying-behaviorOrganizational buying-behavior
Organizational buying-behavior
 
Nature of business buying
Nature of business buyingNature of business buying
Nature of business buying
 
Business buying process
Business buying processBusiness buying process
Business buying process
 
Buying situations and b2b breif
Buying situations and b2b breifBuying situations and b2b breif
Buying situations and b2b breif
 
Major types of buying situations
Major types of buying situationsMajor types of buying situations
Major types of buying situations
 
Change in buying situations
Change in buying situationsChange in buying situations
Change in buying situations
 
Chapter 4
Chapter 4Chapter 4
Chapter 4
 
What buying situations do organizational buyers face
What buying situations do organizational buyers faceWhat buying situations do organizational buyers face
What buying situations do organizational buyers face
 
Appropriate marketing strategies over various buying situations and
Appropriate marketing strategies over various buying situations andAppropriate marketing strategies over various buying situations and
Appropriate marketing strategies over various buying situations and
 
Business Market and Business Buyer Behavior - Philip Kotler & Gary Armstrong ...
Business Market and Business Buyer Behavior - Philip Kotler & Gary Armstrong ...Business Market and Business Buyer Behavior - Philip Kotler & Gary Armstrong ...
Business Market and Business Buyer Behavior - Philip Kotler & Gary Armstrong ...
 
What is the business market, and how does it differ from the consumer market
What is the business market, and how does it differ from the consumer marketWhat is the business market, and how does it differ from the consumer market
What is the business market, and how does it differ from the consumer market
 
Marketing Buying system
Marketing Buying systemMarketing Buying system
Marketing Buying system
 
Business to business marketing
Business to business marketingBusiness to business marketing
Business to business marketing
 

Ähnlich wie Ch03

Nature of industrial buying
Nature of industrial buyingNature of industrial buying
Nature of industrial buyingBhupesh Kushwaha
 
CHAPTER 3 BM.pptx
CHAPTER 3 BM.pptxCHAPTER 3 BM.pptx
CHAPTER 3 BM.pptxMoon253503
 
chapter 3-1.pdf
chapter 3-1.pdfchapter 3-1.pdf
chapter 3-1.pdfMoon253503
 
Ch02 organ buying behavior
Ch02 organ buying behaviorCh02 organ buying behavior
Ch02 organ buying behaviorRakeshNimhan
 
Organisation buying behavior
Organisation buying behaviorOrganisation buying behavior
Organisation buying behaviorJagannath Padhy
 
Organizational buying.pdf
Organizational buying.pdfOrganizational buying.pdf
Organizational buying.pdfMANASA759282
 
Chapter 3: The Buying Behavior of Organizational Markets
Chapter 3: The Buying Behavior of Organizational MarketsChapter 3: The Buying Behavior of Organizational Markets
Chapter 3: The Buying Behavior of Organizational MarketsStephanie Arogante
 
Chapter 2 (perspectives on the organizational buyer)
Chapter 2 (perspectives on the organizational buyer)Chapter 2 (perspectives on the organizational buyer)
Chapter 2 (perspectives on the organizational buyer)Abdul Jawad Chaudhry
 
Kotler0611ebusinessmarketsandbusinessbuyerbehavior 130406131715-phpapp01 (1)
Kotler0611ebusinessmarketsandbusinessbuyerbehavior 130406131715-phpapp01 (1)Kotler0611ebusinessmarketsandbusinessbuyerbehavior 130406131715-phpapp01 (1)
Kotler0611ebusinessmarketsandbusinessbuyerbehavior 130406131715-phpapp01 (1)jeshurun15
 
Session 10 MG 220 BBA - 8 Sep 10
Session 10 MG 220 BBA - 8 Sep 10Session 10 MG 220 BBA - 8 Sep 10
Session 10 MG 220 BBA - 8 Sep 10Muhammad Talha Salam
 
B2B MARKETING 1.pptx
B2B MARKETING 1.pptxB2B MARKETING 1.pptx
B2B MARKETING 1.pptxgautam776146
 
Analyzing Business Market
Analyzing Business MarketAnalyzing Business Market
Analyzing Business MarketMiskat Ahmed Ankur
 
Session 9 mg 220 mba - 20 sep 10
Session 9 mg 220 mba - 20 sep 10Session 9 mg 220 mba - 20 sep 10
Session 9 mg 220 mba - 20 sep 10Muhammad Talha Salam
 
Unit 3 customer relationship management.pptx
Unit 3 customer relationship management.pptxUnit 3 customer relationship management.pptx
Unit 3 customer relationship management.pptxrekhabawa2
 
CH 03 Consumer and organizational behavior.pptx
CH 03 Consumer and organizational behavior.pptxCH 03 Consumer and organizational behavior.pptx
CH 03 Consumer and organizational behavior.pptxMehediHasan348469
 
Marketing 1_The Buying Behavior of Organizational Markets
Marketing 1_The Buying Behavior of Organizational MarketsMarketing 1_The Buying Behavior of Organizational Markets
Marketing 1_The Buying Behavior of Organizational MarketsLeomar Jay Oblianda
 
3. Consumer And Business Buyer Behavior1
3. Consumer And Business Buyer Behavior13. Consumer And Business Buyer Behavior1
3. Consumer And Business Buyer Behavior1Nitin Shukla
 

Ähnlich wie Ch03 (20)

Nature of industrial buying
Nature of industrial buyingNature of industrial buying
Nature of industrial buying
 
CHAPTER 3 BM.pptx
CHAPTER 3 BM.pptxCHAPTER 3 BM.pptx
CHAPTER 3 BM.pptx
 
chapter 3-1.pdf
chapter 3-1.pdfchapter 3-1.pdf
chapter 3-1.pdf
 
Ch02 organ buying behavior
Ch02 organ buying behaviorCh02 organ buying behavior
Ch02 organ buying behavior
 
Organisation buying behavior
Organisation buying behaviorOrganisation buying behavior
Organisation buying behavior
 
Organizational buying.pdf
Organizational buying.pdfOrganizational buying.pdf
Organizational buying.pdf
 
Chapter 3: The Buying Behavior of Organizational Markets
Chapter 3: The Buying Behavior of Organizational MarketsChapter 3: The Buying Behavior of Organizational Markets
Chapter 3: The Buying Behavior of Organizational Markets
 
Ind. Ch 3(ppt).pptx
Ind. Ch 3(ppt).pptxInd. Ch 3(ppt).pptx
Ind. Ch 3(ppt).pptx
 
Chapter 2 (perspectives on the organizational buyer)
Chapter 2 (perspectives on the organizational buyer)Chapter 2 (perspectives on the organizational buyer)
Chapter 2 (perspectives on the organizational buyer)
 
Kotler0611ebusinessmarketsandbusinessbuyerbehavior 130406131715-phpapp01 (1)
Kotler0611ebusinessmarketsandbusinessbuyerbehavior 130406131715-phpapp01 (1)Kotler0611ebusinessmarketsandbusinessbuyerbehavior 130406131715-phpapp01 (1)
Kotler0611ebusinessmarketsandbusinessbuyerbehavior 130406131715-phpapp01 (1)
 
Session 10 MG 220 BBA - 8 Sep 10
Session 10 MG 220 BBA - 8 Sep 10Session 10 MG 220 BBA - 8 Sep 10
Session 10 MG 220 BBA - 8 Sep 10
 
B2B MARKETING 1.pptx
B2B MARKETING 1.pptxB2B MARKETING 1.pptx
B2B MARKETING 1.pptx
 
Analyzing Business Market
Analyzing Business MarketAnalyzing Business Market
Analyzing Business Market
 
Session 9 mg 220 mba - 20 sep 10
Session 9 mg 220 mba - 20 sep 10Session 9 mg 220 mba - 20 sep 10
Session 9 mg 220 mba - 20 sep 10
 
Unit 3 customer relationship management.pptx
Unit 3 customer relationship management.pptxUnit 3 customer relationship management.pptx
Unit 3 customer relationship management.pptx
 
Ch 6 mm
Ch 6 mmCh 6 mm
Ch 6 mm
 
CH 03 Consumer and organizational behavior.pptx
CH 03 Consumer and organizational behavior.pptxCH 03 Consumer and organizational behavior.pptx
CH 03 Consumer and organizational behavior.pptx
 
Marketing 1_The Buying Behavior of Organizational Markets
Marketing 1_The Buying Behavior of Organizational MarketsMarketing 1_The Buying Behavior of Organizational Markets
Marketing 1_The Buying Behavior of Organizational Markets
 
2011.06 Marketing
2011.06 Marketing2011.06 Marketing
2011.06 Marketing
 
3. Consumer And Business Buyer Behavior1
3. Consumer And Business Buyer Behavior13. Consumer And Business Buyer Behavior1
3. Consumer And Business Buyer Behavior1
 

KĂŒrzlich hochgeladen

CROSS CULTURAL NEGOTIATION BY PANMISEM NS
CROSS CULTURAL NEGOTIATION BY PANMISEM NSCROSS CULTURAL NEGOTIATION BY PANMISEM NS
CROSS CULTURAL NEGOTIATION BY PANMISEM NSpanmisemningshen123
 
PARK STREET 💋 Call Girl 9827461493 Call Girls in Escort service book now
PARK STREET 💋 Call Girl 9827461493 Call Girls in Escort service book nowPARK STREET 💋 Call Girl 9827461493 Call Girls in Escort service book now
PARK STREET 💋 Call Girl 9827461493 Call Girls in Escort service book nowkapoorjyoti4444
 
Lucknow Housewife Escorts by Sexy Bhabhi Service 8250092165
Lucknow Housewife Escorts by Sexy Bhabhi Service 8250092165Lucknow Housewife Escorts by Sexy Bhabhi Service 8250092165
Lucknow Housewife Escorts by Sexy Bhabhi Service 8250092165meghakumariji156
 
Arti Languages Pre Seed Teaser Deck 2024.pdf
Arti Languages Pre Seed Teaser Deck 2024.pdfArti Languages Pre Seed Teaser Deck 2024.pdf
Arti Languages Pre Seed Teaser Deck 2024.pdfwill854175
 
How to Get Started in Social Media for Art League City
How to Get Started in Social Media for Art League CityHow to Get Started in Social Media for Art League City
How to Get Started in Social Media for Art League CityEric T. Tung
 
Falcon Invoice Discounting: The best investment platform in india for investors
Falcon Invoice Discounting: The best investment platform in india for investorsFalcon Invoice Discounting: The best investment platform in india for investors
Falcon Invoice Discounting: The best investment platform in india for investorsFalcon Invoice Discounting
 
Challenges and Opportunities: A Qualitative Study on Tax Compliance in Pakistan
Challenges and Opportunities: A Qualitative Study on Tax Compliance in PakistanChallenges and Opportunities: A Qualitative Study on Tax Compliance in Pakistan
Challenges and Opportunities: A Qualitative Study on Tax Compliance in Pakistanvineshkumarsajnani12
 
SEO Case Study: How I Increased SEO Traffic & Ranking by 50-60% in 6 Months
SEO Case Study: How I Increased SEO Traffic & Ranking by 50-60% in 6 MonthsSEO Case Study: How I Increased SEO Traffic & Ranking by 50-60% in 6 Months
SEO Case Study: How I Increased SEO Traffic & Ranking by 50-60% in 6 MonthsIndeedSEO
 
Al Mizhar Dubai Escorts +971561403006 Escorts Service In Al Mizhar
Al Mizhar Dubai Escorts +971561403006 Escorts Service In Al MizharAl Mizhar Dubai Escorts +971561403006 Escorts Service In Al Mizhar
Al Mizhar Dubai Escorts +971561403006 Escorts Service In Al Mizharallensay1
 
Call 7737669865 Vadodara Call Girls Service at your Door Step Available All Time
Call 7737669865 Vadodara Call Girls Service at your Door Step Available All TimeCall 7737669865 Vadodara Call Girls Service at your Door Step Available All Time
Call 7737669865 Vadodara Call Girls Service at your Door Step Available All Timegargpaaro
 
JAJPUR CALL GIRL ❀ 82729*64427❀ CALL GIRLS IN JAJPUR ESCORTS
JAJPUR CALL GIRL ❀ 82729*64427❀ CALL GIRLS IN JAJPUR ESCORTSJAJPUR CALL GIRL ❀ 82729*64427❀ CALL GIRLS IN JAJPUR ESCORTS
JAJPUR CALL GIRL ❀ 82729*64427❀ CALL GIRLS IN JAJPUR ESCORTSkajalroy875762
 
Katrina Personal Brand Project and portfolio 1
Katrina Personal Brand Project and portfolio 1Katrina Personal Brand Project and portfolio 1
Katrina Personal Brand Project and portfolio 1kcpayne
 
Berhampur Call Girl Just Call 8084732287 Top Class Call Girl Service Available
Berhampur Call Girl Just Call 8084732287 Top Class Call Girl Service AvailableBerhampur Call Girl Just Call 8084732287 Top Class Call Girl Service Available
Berhampur Call Girl Just Call 8084732287 Top Class Call Girl Service Availablepr788182
 
GUWAHATI 💋 Call Girl 9827461493 Call Girls in Escort service book now
GUWAHATI 💋 Call Girl 9827461493 Call Girls in Escort service book nowGUWAHATI 💋 Call Girl 9827461493 Call Girls in Escort service book now
GUWAHATI 💋 Call Girl 9827461493 Call Girls in Escort service book nowkapoorjyoti4444
 
UAE Bur Dubai Call Girls ☏ 0564401582 Call Girl in Bur Dubai
UAE Bur Dubai Call Girls ☏ 0564401582 Call Girl in Bur DubaiUAE Bur Dubai Call Girls ☏ 0564401582 Call Girl in Bur Dubai
UAE Bur Dubai Call Girls ☏ 0564401582 Call Girl in Bur Dubaijaehdlyzca
 
Organizational Transformation Lead with Culture
Organizational Transformation Lead with CultureOrganizational Transformation Lead with Culture
Organizational Transformation Lead with CultureSeta Wicaksana
 
The Abortion pills for sale in Qatar@Doha [+27737758557] []Deira Dubai Kuwait
The Abortion pills for sale in Qatar@Doha [+27737758557] []Deira Dubai KuwaitThe Abortion pills for sale in Qatar@Doha [+27737758557] []Deira Dubai Kuwait
The Abortion pills for sale in Qatar@Doha [+27737758557] []Deira Dubai Kuwaitdaisycvs
 
Ooty Call Gril 80022//12248 Only For Sex And High Profile Best Gril Sex Avail...
Ooty Call Gril 80022//12248 Only For Sex And High Profile Best Gril Sex Avail...Ooty Call Gril 80022//12248 Only For Sex And High Profile Best Gril Sex Avail...
Ooty Call Gril 80022//12248 Only For Sex And High Profile Best Gril Sex Avail...pujan9679
 
Phases of Negotiation .pptx
Phases of Negotiation .pptx Phases of Negotiation .pptx
Phases of Negotiation .pptxnandhinijagan9867
 

KĂŒrzlich hochgeladen (20)

CROSS CULTURAL NEGOTIATION BY PANMISEM NS
CROSS CULTURAL NEGOTIATION BY PANMISEM NSCROSS CULTURAL NEGOTIATION BY PANMISEM NS
CROSS CULTURAL NEGOTIATION BY PANMISEM NS
 
PARK STREET 💋 Call Girl 9827461493 Call Girls in Escort service book now
PARK STREET 💋 Call Girl 9827461493 Call Girls in Escort service book nowPARK STREET 💋 Call Girl 9827461493 Call Girls in Escort service book now
PARK STREET 💋 Call Girl 9827461493 Call Girls in Escort service book now
 
Lucknow Housewife Escorts by Sexy Bhabhi Service 8250092165
Lucknow Housewife Escorts by Sexy Bhabhi Service 8250092165Lucknow Housewife Escorts by Sexy Bhabhi Service 8250092165
Lucknow Housewife Escorts by Sexy Bhabhi Service 8250092165
 
Arti Languages Pre Seed Teaser Deck 2024.pdf
Arti Languages Pre Seed Teaser Deck 2024.pdfArti Languages Pre Seed Teaser Deck 2024.pdf
Arti Languages Pre Seed Teaser Deck 2024.pdf
 
How to Get Started in Social Media for Art League City
How to Get Started in Social Media for Art League CityHow to Get Started in Social Media for Art League City
How to Get Started in Social Media for Art League City
 
Falcon Invoice Discounting: The best investment platform in india for investors
Falcon Invoice Discounting: The best investment platform in india for investorsFalcon Invoice Discounting: The best investment platform in india for investors
Falcon Invoice Discounting: The best investment platform in india for investors
 
Challenges and Opportunities: A Qualitative Study on Tax Compliance in Pakistan
Challenges and Opportunities: A Qualitative Study on Tax Compliance in PakistanChallenges and Opportunities: A Qualitative Study on Tax Compliance in Pakistan
Challenges and Opportunities: A Qualitative Study on Tax Compliance in Pakistan
 
SEO Case Study: How I Increased SEO Traffic & Ranking by 50-60% in 6 Months
SEO Case Study: How I Increased SEO Traffic & Ranking by 50-60% in 6 MonthsSEO Case Study: How I Increased SEO Traffic & Ranking by 50-60% in 6 Months
SEO Case Study: How I Increased SEO Traffic & Ranking by 50-60% in 6 Months
 
Al Mizhar Dubai Escorts +971561403006 Escorts Service In Al Mizhar
Al Mizhar Dubai Escorts +971561403006 Escorts Service In Al MizharAl Mizhar Dubai Escorts +971561403006 Escorts Service In Al Mizhar
Al Mizhar Dubai Escorts +971561403006 Escorts Service In Al Mizhar
 
WheelTug Short Pitch Deck 2024 | Byond Insights
WheelTug Short Pitch Deck 2024 | Byond InsightsWheelTug Short Pitch Deck 2024 | Byond Insights
WheelTug Short Pitch Deck 2024 | Byond Insights
 
Call 7737669865 Vadodara Call Girls Service at your Door Step Available All Time
Call 7737669865 Vadodara Call Girls Service at your Door Step Available All TimeCall 7737669865 Vadodara Call Girls Service at your Door Step Available All Time
Call 7737669865 Vadodara Call Girls Service at your Door Step Available All Time
 
JAJPUR CALL GIRL ❀ 82729*64427❀ CALL GIRLS IN JAJPUR ESCORTS
JAJPUR CALL GIRL ❀ 82729*64427❀ CALL GIRLS IN JAJPUR ESCORTSJAJPUR CALL GIRL ❀ 82729*64427❀ CALL GIRLS IN JAJPUR ESCORTS
JAJPUR CALL GIRL ❀ 82729*64427❀ CALL GIRLS IN JAJPUR ESCORTS
 
Katrina Personal Brand Project and portfolio 1
Katrina Personal Brand Project and portfolio 1Katrina Personal Brand Project and portfolio 1
Katrina Personal Brand Project and portfolio 1
 
Berhampur Call Girl Just Call 8084732287 Top Class Call Girl Service Available
Berhampur Call Girl Just Call 8084732287 Top Class Call Girl Service AvailableBerhampur Call Girl Just Call 8084732287 Top Class Call Girl Service Available
Berhampur Call Girl Just Call 8084732287 Top Class Call Girl Service Available
 
GUWAHATI 💋 Call Girl 9827461493 Call Girls in Escort service book now
GUWAHATI 💋 Call Girl 9827461493 Call Girls in Escort service book nowGUWAHATI 💋 Call Girl 9827461493 Call Girls in Escort service book now
GUWAHATI 💋 Call Girl 9827461493 Call Girls in Escort service book now
 
UAE Bur Dubai Call Girls ☏ 0564401582 Call Girl in Bur Dubai
UAE Bur Dubai Call Girls ☏ 0564401582 Call Girl in Bur DubaiUAE Bur Dubai Call Girls ☏ 0564401582 Call Girl in Bur Dubai
UAE Bur Dubai Call Girls ☏ 0564401582 Call Girl in Bur Dubai
 
Organizational Transformation Lead with Culture
Organizational Transformation Lead with CultureOrganizational Transformation Lead with Culture
Organizational Transformation Lead with Culture
 
The Abortion pills for sale in Qatar@Doha [+27737758557] []Deira Dubai Kuwait
The Abortion pills for sale in Qatar@Doha [+27737758557] []Deira Dubai KuwaitThe Abortion pills for sale in Qatar@Doha [+27737758557] []Deira Dubai Kuwait
The Abortion pills for sale in Qatar@Doha [+27737758557] []Deira Dubai Kuwait
 
Ooty Call Gril 80022//12248 Only For Sex And High Profile Best Gril Sex Avail...
Ooty Call Gril 80022//12248 Only For Sex And High Profile Best Gril Sex Avail...Ooty Call Gril 80022//12248 Only For Sex And High Profile Best Gril Sex Avail...
Ooty Call Gril 80022//12248 Only For Sex And High Profile Best Gril Sex Avail...
 
Phases of Negotiation .pptx
Phases of Negotiation .pptx Phases of Negotiation .pptx
Phases of Negotiation .pptx
 

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
  • 3.
  • 4.
  • 5.
  • 6.
  • 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.
  • 8.
  • 9.
  • 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
  • 11.
  • 12. Members of the buying center assume different roles throughout the procurement process. Clues for Identifying Powerful Buying Center Members
  • 13.
  • 14.
  • 15. The behavior of organizational buyers is influenced by environmental, organizational, group, and individual factors. Major Elements of Organizational Buying Behavior