Professional Documents
Culture Documents
Purchase Proccess & Post Purchase Behaviour
Purchase Proccess & Post Purchase Behaviour
&
Post Purchase Behavior
Consumer Purchasing Process.
Buying Behavior
– The decision processes and acts of people involved
in buying and using products
Consumer Buying Behavior
– Buyingbehavior of people who
purchase products for personal
use and not for business purposes…
Consumer Decision-Making
Process
Need
Need Recognition
Recognition
Information
Information Search
Search
Cultural,
Cultural, Social,
Social,
Individual
Individual and
and
Psychological Evaluation
Evaluation
Psychological of
Factors
Factors of Alternatives
Alternatives
affect
affect
all
all steps
steps Purchase
Purchase
Postpurchase
Postpurchase
Behavior
Behavior
1. Need Recognition
Personal sources
An internal search involves the (friends and family)
scanning of one's memory to recall previous
experiences or knowledge concerning
solutions to the problem-- often sufficient for Public sources (rating
frequently purchased products. services like Consumer
Reports)
An external search may be necessary
when past experience or knowledge is Marketer-dominated
insufficient, the risk of making a wrong sources (advertising
purchase decision is high, and/or the cost of or sales people)
gathering information is low.
Product Choice
Brand Choice
Dealer Choice
Purchase Timing
Purchase Amount….
4. Purchase
?
Cognitive Dissonance
Can minimize through:
•Effective Communication
•Follow-up
•Guarantees
Warranties
Did I make a good decision? •Under promise &
•Over deliver
Did I buy the right product?
Satisfaction
Actions
Use and Disposal….
Corporate Purchasing Process.
All production firms have the need of
supplies of materials and services from
external sources. This makes purchasing,
one of the most significant functions of
any Production Manager.
• Purchasing function may include the purchase of
Raw Materials.
• In simple words we can say that
Purchasing is the act of exchange of goods
and services for money or money’s worth.
Definition
According to LEVIS:-
“Purchasing is the acquisition by
manufacture
of any necessary primary material
suppliers, equipments by any method
whatsoever”.
Objectives
Pre-purchase System.
Ordering System
Post Purchasing System.
Pre-purchase System:
Includes making requisitions, requirement
programmes,selection of suppliers, obtain
quotations and evaluating them.
• Ordering System:
Once the decision on supplier & the rates are
finalized the order is placed with the selected
supplier. The next task is to place the Order.
Order form Contains….
Purchase Order reference number
Description Of materials & detailed spcs.
Quality Required and Delivery Schedule.
Price and Discounts.
Shipping Instructions.
Location Where Matls. Are to be shipped.
Signature Of materials Manager.
Detailed Terms Of Conditions.
Post Purchase System
Forward Buying
Tender Buying
Blanket Order
Zero Stock
Rate Contract
Forward buying
the purchasing period say 1 yr. will be taken in advance and
Commitment is made for qty, rate, delivery schedule by considering
availability of funds and the requirements.
Used for public buying to avoid favourism to a specific vendor.
Tender Buying:
Preparing Bidders list
Advertising tenders
Receiving bids
Evaluating Bids
Placing of orders with bidders with lowest cost.
Blanket Order
Price forecasting
Purchasing of capital equipments
International purchasing
Public buying
Price Forecasting
Methods….
Charting method
Moving average method
Regression methods
Exponential smoothing method
Purchasing Of Capital Equipments
?
Cognitive Dissonance
Can minimize through:
•Effective Communication
•Follow-up
•Guarantees
Warranties
Did I make a good decision? •Under promise &
•Over deliver
Did I buy the right product?
If satisfied..
He would regularly buy the product and develop a loyalty. Also there
exist positive word of mouth.
If Dissatisfied..
He would stop buying the products, there is no loyalty building. Also
there exist negative word of mouth. He feels mental tension also.
Continue..
If Dissatisfied..
He would stop buying the products, there is
no loyalty building. Also there exist negative
word of mouth. He feels mental tension also.
This is known as Cognitive dissonance or
Post purchase dissonance.
It refers to the anxiety or doubts the
consumer have after making purchase.