CONSUMER BEHAVIOUR

TOPIC
Oganization
Buying center &
ABC/ VED/ FSND
Analysis

Guided by
Dr. Asmat Ara Shaikh
 TEAM MEMBERS

Sakshi Vishal Rachna Rahul Abhishek Vivek

Kalwar Kubade Misal Mohite Miskin Kumar
(2020M039) (2020M045) (2020M050) (2020M052) (2020M051) (2020M046)
 Organization Buying Center


A buying center, also called
decision-making unit
(DMU)
The concept of a DMU was
developed in 1967 by Robinson,
Farris and Wind (1967)
business-to-business marketing

An OBC consists of all the people

of an organization
 OBC ROLES
01 Actual User Initiator 04

02 Influencer Buyer 05
Roles of
Organization
Buying Center

03 Decider Gatekeeper 06
 Role of
Organization Buying Center

Initiat
Actual Influen or
Decid Buyer Gateke
User cer er eper
• Who use product • Person may/may not • Takes buying decisions • Recognition of a
problem and tries to • Buyers buys • Flow of information
part of organization.
• Shop floor individuals • Added by users & find a solution behalf of of organisation
• Not a actual user but
influencer. organization
• identifies a need and • Example: secretory,
• For example: opinion leader triggers a purchase
• Consider as technical receptionist, finance
Foreman, Workman, • Part of
and economical factor decision people, etc.
Lab technician, • Actual user also can purchase
chemist, etc. be influencer. • Consider commercial • An initiator may or decision
• Technical or
like – price, payment may not be the final
economical factors
• Excellent knowledge • Consultant and option, delivery option, consumer or the • On time
customer but does are not important.
etc. delivery
about service designer play a crucial role in
specifications • Higher cost – higher the final purchase of • Gatekeepers works
• Example: Architect in level of decision the product. • Technical, as a sales agent for
Construction Project. making economical, marketers.
value benefits
ABC ANALYSIS
ABC analysis is a method of analysis that divides the
subject up into three categories: A, B and C.

C
LEAST IMPORTANT

B
Represents marginally important 50%
products of the company.

IMPORTANT
A Represents your middle of the road
customers or products.
30%

MOST IMPORTANT 20%

Represents the most valuable products or

customers that you have.
VED ANALYSIS

VED Analysis
VED Analysis is a popular inventory management
strategy that classifies material according to their
criticality for the business into three categories of
Vital, Essential and Desirable. It categorizes stock
under three heads based on its importance and
necessity for an organization.
 V E D Applications

Vital Essential Desirable • Small and big

organizations both
• These are ones • The essential category • The desirable category widely use VED
without which includes inventory, of inventory is the least analysis.
business would which is next to being important among the
come to a stand- vital. three, and their • The most important
still. unavailability may
application of this
result in minor
analysis is in
• Non availability • Non availability can be stoppages or delay.
maintaining medical
cannot be tolerated. tolerated for short
inventory in hospitals
period.
and their drug stores.
• Proper checks
should be put in
place by the • The unavailability
management to of inventory under
ensure the this category • non availability can be
• Maintaining Inventory
continuous should not cause tolerated for longer
in the production
availability of any stoppage or period
company.
items. delays.
 FSND ANALYSIS

01 03
Slow Moving Item Dead Item

F S N D
Fast Moving Item Non Moving Item

02 04

Fast-moving items are items slow-moving items, these  non-moving items are not Dead items are the stock for
in your inventory stock that ones are issued or used for a issued or used at all over a which don’t have demand exist
are issued or used frequently. specific period of time. certain time frame. and no forecast can be made of
future demand
CONCLUSION