Business Buying Behavior And Buying Process

3104 words - 13 pages

Buyer behavior can be defined as the activities and decision processes that involves in choosing between alternatives, procuring and using products or services.The behavior of buyers is influenced by various factors, we can broadly categorize them in two categories of influence1. Endogenous factors (i.e. factors that are internal to the individual). These influencers are needs and motives, learning, attitudes, personality and self concept.2. Exogenous factors (i.e. factors that are external to the individual). These factors are Culture, reference groups, family, social status etc.So how these factors influence the buying behavior of individuals and organizations.Buying decision ProcessBuying ...view middle of the document...

Organizational Decision Making UnitsOrganizational buying decisions are most likely to be made by a committee or group of people than wholly by an individual. In an organization purchase 'decision making unit' there are various center of powers which influences and finally guides the decision making. According to Webster and Wind there are five units in an organizational buying unit -:1. Users - the individuals most likely to be the final user of the products. They are the one who initiate the buying process; in fact they are the need recognizers.2. Influencers - As most of the decision in an organization is made by committee or purchase department, some people acts as influencers in the group for example if for the atomization of office communication the company have to install the latest devices the user may place the need for voice recorders or some other device but the IT department will influence which one to buy as they have the responsibility to decide in broader view of overall organization technology policy. once the IT department gives the product specification and process, the Purchase department will evaluate the sellers.3. Decision Makers - the decision makers are the one who took the final decision of what should be purchased and from where it should be purchased.4. Approvers - once the decision makers took their decision it goes to the approving authority. For example if the purchase department finalized what is purchased and from whom it purchased, the order will go to finance department for approval.5. Buyers - As the finance department approves the decision the purchase department can go ahead and purchase the communication device.6. Gate-keepers - these members control the access to persons in DMU for example secretaries manage the work flow of purchase department head so how successful a company is at selling can sometimes depend how fast the secretary process your file for perusal.The above decision making units not necessarily have to be separate units' in fact they can very well overlap too. For example the IT department can be user and influencer while purchasing a information technology product.Case Study - A Garment Manufacturing Unit for a Retail ChainBackgroundThe company is a small 100 worker company manufacturing garments and clothing for retailers in the area. They are high value added clothing makers as the basic clothing is sourced from the factories in Far East. The company has six departments -1. Operations department - the operations department looks after the manufacturing of the garments. It maintains the production schedule, finishing and packaging of the goods. Under the operations department comes the design studio, which is responsible for the creation of innovative designs.2. Marketing department - the marketing department looks after the marketing of the garments, it focuses on meeting new retail stores and creating new avenues where the products could be sold.3. Finance department - the finance...

Other Essays On Business Buying Behavior And Buying Process

How to be a wise buyer. The tricks to wise buying. How to avoid scams, and what to do if one occurs

362 words - 2 pages take a month or so before your case is heard.The previous paragraphs contain information on, who can help with these problems, and how these problems can be avoided. This paper was written in hope that the reader will have a new awareness of the legal & business structure that plays a major role in many lives today.

donotread Essay

670 words - 3 pages high risk in purchases such as TV, smart phone, washing machine, printer , air conditioner...in Samsung Therefore, Product marketing in B2B is higher valuable and more influential than B2C and not high reliance on re-purchases.4.2.3 attributes of buying behaviorB2B also has many variable buying behavior and variety of product as consumer market But It has some differences especially attributes of buying behavior.-Own moneyBuying behavior in B2B

A Consumer's Buying Behaviour Essay - University of Wales Trinity Saint David - Essay

768 words - 4 pages A Consumer's Buying Behaviour Essay 750 words 3 pages A consumer's buyer behavior is influenced by four major factors; cultural, social, personal, and psychological factors. These factors cause consumers to develop product and brand preferences. Although many of these factors cannot be directly controlled by marketers, understanding of their impact is essential as marketing mix strategies can be developed to appeal to the preferences of the

economics

270 words - 2 pages of households, firms and government base on the human behavior, beliefs, structure, constructions and needs. Economics is important in the sense that it teaches us hot to make rational use of our resources in order to meet up with our unlimited wants.Out of this class I expect to learn how to use my money when buying new stuffs like cars, houses, clothes, goods etc. I would also want to learn how money affects people and their life style. I want

Business Marketing Is Radically Different From Consumer Marketing. Why Is This So?

1082 words - 5 pages of the site, therefore the marketer must advertise to drive traffic to it.Unique Promotional StrategiesThe complex buying process and inclusion of several people from different functional areas impact the business marketing promotional strategies, too. In a family, for example the person who determines the budget is likely to be the person who makes the purchase and decide what is needed. When an organization makes a purchase, however, personnel

The consumer behavior of Millennials - AIU MKTG 405 - Essay

1026 words - 5 pages more to acquire a product which is authentic and genuine over one which is lower in price (Solomon, 2015). The Consumer Decision Making Process Alternative Evaluation and Suggestions to Improve Sales Alternate Evaluations is the third stage of the Consumer Buying Process. In this step the consumer takes into account information they have gathered in order to compare products. This process allows the consumer to choose the product which most

Reflection about the consumer behaviour - University of Liverpool/ Marketing - Assignment

1214 words - 5 pages , & Dubinsky, A. (2017).'Key cultural values underlying consumers’ buying behaviour: a study in an Iranian context', Journal of Islamic Marketing, 8, 2, p. 289-308. Kim, J., Forsythe, S., Gu, Q. and Jae Moon, S. (2002). Cross ‐ cultural consumer values, needs and purchase behavior. Journal of Consumer Marketing, 19(6), pp.481-502. Luo, Y. (2009). Analysis of Culture and Buyer Behavior in Chinese Market. Asian Culture and History, 1(1). Parker, R.S

Should we have one world currency - social studies - social studies, one world currency

594 words - 3 pages international trading, buying and communication. One national currency will help with trade especially international trade. Because exports will increase and imports will decrease due to exports becoming cheaper and imports more expensive The Balance Small Business says (2018). Also, this improved balance of payments as exports increase and imports decrease which gives us less trading difficulties says Dotdash publishing family./2018. One currency can also

Research and Decision making for Business - JCU - Literature review

1992 words - 8 pages those which have been developed during socialization process. Thus, the decisions are thought to follow a sequence from attitude to intention and lastly to behavior (Decrop, 2010; Decrop & Snelders, 2004) Values have an important influence to the behavior of consumers with respect to choice of brands, product categories and product attributes in the marketing field (Vinson, Scott, & Lamont, 1977). Traditionally, the tourism literature focuses on

Advantages Of E-Commerce

1461 words - 6 pages night. They are able to purchase the product with a click of the mouse.* Cheapest means of doing business- there is no need for travel, face-to-face sales and the amount of money to invest is minimal.* Virtually eliminates processing errors- the customer is able to double check their orders, plus there is less documentation to be filled out, therefore less errors will be made.* Faster and more convenient for the visitor- the direct cost-for-sale

The Causes Of The Great Depression

1057 words - 5 pages pay for them, making the business run in an almost an even, up and down cycle, commonly referred to as the business cycle (Background Essay). Then a new idea came about, how about if we pay for an item in separate payments spread out over a large span of time? This idea was called installment buying, and it swept the nation. Debt was "no longer regarded as shameful, so people bough on installment"(Doc 5) Now, people thought, there would be no

Similar Papers

Housing Issue About Buying And Renting Housing Essay

597 words - 3 pages Most people, today, are looking forward to buying their first property. When individuals decide to buy a house those individuals would have to look at all their options and all the advantages and disadvantages that come from purchasing a house. The economy plays a huge role in the decision whether people will purchase a house, purchase a condominiums, or rent property.  An option for individuals look are looking to buy property have the option

Erp Architecture With Organizational Structure, Business Process, And People Liberty University Discussion Board

800 words - 4 pages organizational structure, business processes, and people.  While discussing the realm of implementing an ERP system the project manager should never view this as just an IT project. The implementation is much more than IT it is a business project with business objectives and should include discussion with all key components. For a successful implementation organizations should pay attention to the ERP process not only during the initial phase

Information Technology: An Important And Successful Tool In Business Process Management Pro Gramme

2322 words - 10 pages most basic elements and then determine the most effective approach to production. He restructured jobs through simplification and enhanced supervision in order to overcome workers' lack of training, skill and experience. In viewing the worker as an extension of the machine, his method involved the establishment of many rules, laws, and formulae which replaced the judgement of individual workers. (Lind & Sulek, 2004)Business Process Management

Discuss A Major Purchase And How To Financially Plan For It. I Wrote About Buying A Laptop

403 words - 2 pages With college search approaching and graduation from high school, I have considered one major purchase. A laptop computer would benefit me in future years and will not put me behind on my budget if I manage this purchase responsibly. My search began when I noticed a sale through business flyers in the mail. Many stores have different sales weekly that include different types of warranties. My pursuit for a computer would have to be well-planned