14 VAISHNAVI HARJANI

24 PARTH MODI
34 JEEL RABADIYA
 HISTORY

. PepsiCo, incorporated is a fortune 500, American multinational corporation.

. It is the 2nd largest manufacturer of soft drinks in the world.

. PepsiCo was founded in 1965 through the merger of PepsiCo-Cola and Frito-
Lay.

. Pepsi-Cola began selling its products internationally in 1934 with its operation
in Canada.
PEPSI-CO BRANDS
 CHARACTERISTIC OF B2B BUSINESS

. Large-scale orders

. More persons are involved in a purchase

. Professional purchasing methods based on information and rationality

. Focus is on price and cost-saving

. Evaluation and negotiation of quotation and choice of supplier

 ORGANIZATIONAL BUYING DECISION PROCESS
(B2B)

PROBLEM GENERAL NEED PRODUCT

SPECIFICATION SUPPLIER SEARCH
RECOGNITION DESCRIPTION

ORDER
PERFORMANCE ROUTINE SUPPLIER PROPOSAL
REVIEW SPECIFICATIO SELECTION SOLICITATION
N
 FACTORS IMPACTING THE BUYING
BEHAVIOUR OF PEPSICO

Business Environment Organizational Interpersonal

1. Level of demand 1. Objectives 1. Supplier Relationship

2. Economic factors 2. Policies

3. Political regulations
 WHAT DO THEY BUY
Beverages Packaging Chips & Juices

• Sparking water • Tin • Potatoes

• Cane sugar • Aluminum • Oats
• Colour • PET Plastic • Apple extract
• Caffeine
• Palm oil
 WHERE DO THEY BUY FROM
Palm oil Cane sugar Soy

1) Oleofinos 1) Sucden
2) Aarhus 2) Savola 1) Bunge
3) Wilmar 3) TRR
INDUSTRIAL BUYING BEHAVIOUR PARTICIPANTS
 TATA MOTORS
Connecting Aspiration

Presented by
Chinmay Tamhane 54
Kaushik Bhutada 04
Sagar Shinde 44
 HISTORY
• TATA Group was founded by JAMSHEDJI TATA in 1868
• TATA Group entered the commercial vehicle sector in 1954 after
forming a joint venture with Daimler-Benz.
• The Headquarter of TATA Group is in Mumbai.
• TATA IMOTORS was founded by RATAN TATA
• Product: Automobiles, Luxury vehicles, Commercial vehicles,
Automotive parts, pickup trucks, SUV’s, etc

2
 CHARACTERISTIC OF B2B BUSINESS
The B2B market concerned with Tata Motors is huge as businesses become
increasingly interdependent in delivering their products or services to the final
consumer

• Brand equity & Brand adaptability

• Distribution and customer access
• IP protection and supply chain

B2B engagement also encompasses services rendered between

businesses and this is aimed at delivering value to the final consumer.

1
2
Factor Determining Organizational Buying Decision
Environmental Factors:
• Economic Factors
• Technological Factors
• Political And Legal Factors

Organizational Factors
• Objectives
• Policies
• Procedures

Interpersonal Factors
• Authority
• Status
• Interest

1
3
 Industrial Buying Behaviour:

Initiators Deciders

Users Hyderabad OEM Approvers

Metro Dealerships

Buyers Gate Keepers

Influencers

© Copyright, Confidential, Tata Motors Limited 14

 Thank You!

© Copyright, Confidential, Tata Motors Limited 15