Scribd
Upload
7 views17 pages

Understanding Organizational Buying Behavior

Members of organizational buying centers take on different roles throughout the procurement process. Many forces can influence organizational buying behavior, including economic outlook, environmental forces, pace of technology, and goals/strategies of the organization. Individual and group forces within buying centers, such as roles, influence, interactions, job functions and experiences, also impact organizational purchasing decisions.

Uploaded by

Saravanan Snr
Copyright
© All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPT, PDF, TXT or read online on Scribd
7 views17 pages

Understanding Organizational Buying Behavior

Members of organizational buying centers take on different roles throughout the procurement process. Many forces can influence organizational buying behavior, including economic outlook, environmental forces, pace of technology, and goals/strategies of the organization. Individual and group forces within buying centers, such as roles, influence, interactions, job functions and experiences, also impact organizational purchasing decisions.

Uploaded by

Saravanan Snr
Copyright
© All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPT, PDF, TXT or read online on Scribd

Organizational buying& buyer

behaviour
Module 2
Members of the buying center assume different
roles throughout the procurement process.

Clues for
Identifying
Powerful
Buying
Center
Members
Forces Influencing
Organizational Buying Behavior
•Economic Outlook:
Domestic & Global
A projected change Environmental •Pace of Technological
in business Change
Forces
conditions can •Global Trade Relations
drastically alter
buying plan. •Goals, Objectives, and
Organizational Strategies
Forces •Organizational Position
Organizational of Purchasing
Buying
Behavior •Roles, relative
Group influence, and patterns
Forces of interaction of buying
decision participants

•Job function, past


Individual experience, and buying
Forces motives of individual
decision participants
Weighted Point Method
Cost-Ratio Method

You might also like