Professional Documents
Culture Documents
14 Business Bying Behaviour
14 Business Bying Behaviour
MBA MM 3201
Business Buying Behavior
Business Buying Behavior
Chapter concepts:
• Business markets.
• Organizational or business buying.
• The buying centre.
• Major influences on industrial buying behavior.
• The purchasing process.
Business Buying Behavior
Fewer Buyers
Larger buyers
Derived demand
Inelastic demand
Fluctuating demand
Professional Purchasing
Direct purchasing
Reciprocity
Business Buying Behavior
ENVOIRNMENTAL
ORGANIZATIONAL
Level of demand INTERPERSONAL
Economic outlook Objectives INDIVIDUAL
Interest rate Interests
Rate of Policies Age
Technological Authority Income Business Buyer
change Procedures Education
Political & Status Job position
regulatory Organizational Personality
developments structures Empathy Risk attitudes
Competition Culture
Social Systems Persuasiveness
responsibility
concerns
Business Buying Behavior
Past reputation.
Efficiency, durability and maintainability of the machine.
Delivery period
Terms of payment
Price
Guarantees offered
Business Buying Behavior
Recap:
• Business markets.
• Organizational or business buying.
• The buying centre.
• Major influences on industrial buying behavior.
• The purchasing process.