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    Jeel
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    This document discusses industrial buying behavior, focusing on Maruti Suzuki as a case study. It provides background information on Maruti Suzuki, outlining its origins, manufacturing plants, and joint venture with Suzuki Motors. It then describes Maruti Suzuki's B2B process and major factors influencing industrial buying behavior such as environmental and organizational factors. It lists the key participants in industrial buying as influencers, initiators, users, gatekeepers, and deciders. Finally, it provides some of Maruti Suzuki's major suppliers.

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    This document discusses industrial buying behavior, focusing on Maruti Suzuki as a case study. It provides background information on Maruti Suzuki, outlining its origins, manufacturing plants, and joint venture with Suzuki Motors. It then describes Maruti Suzuki's B2B process and major factors influencing industrial buying behavior such as environmental and organizational factors. It lists the key participants in industrial buying as influencers, initiators, users, gatekeepers, and deciders. Finally, it provides some of Maruti Suzuki's major suppliers.

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    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
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    10 views14 pages

    Group 3

    Uploaded by

    Jeel
    This document discusses industrial buying behavior, focusing on Maruti Suzuki as a case study. It provides background information on Maruti Suzuki, outlining its origins, manufacturing plants, and joint venture with Suzuki Motors. It then describes Maruti Suzuki's B2B process and major factors influencing industrial buying behavior such as environmental and organizational factors. It lists the key participants in industrial buying as influencers, initiators, users, gatekeepers, and deciders. Finally, it provides some of Maruti Suzuki's major suppliers.

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    of 14

    INDUSTRIAL BUYING

    BEHAVIOUR
    About Maruti Suzuki

    • Largest passenger car company in india


    • Subsidiary of Suzuki motor corporation, Japan
    • 3 Manufacturing plants in India
    • Incorporated on Feb 24, 1981 as Maruti Udyog Ltd.
    • Signed Joint venture agreement with Suzuki motors on Oct 2 , 1982
    B2B process of Maruti suzuki
    • Problem Recognition
    • Description of General Need
    • Specification of the Product
    • Search of Supplier
    • Proposal Solicitation
    • Selection of Supplier
    • Order-Routine Specification
    • Performance Review
    Major Factors Influencing Industrial Buying Behaviour

    • Environmental

    • Organizational

    • Inter-personal
    Participants in industrial buying
    behaviour:

    • Influencer: Experts/ Tech Personnel


    • Initiator: Top Management
    • User: R&D Department/ Engineering
    Department
    • Gatekeeper: Procurement Executives
    • Decider: Purchase Executive
    Suppliers to Maruti Suzuki
    • Pramod Maruti Parts
    • BKS Motor Pvt LTD
    • Magneti Marelli
    INDUSTRIAL BUYING
    BEHAVIOUR
    BACKGROUND
    • ORIGIN: DELL TRACES ITS ORIGIN
    TO 1984
    • MICHAEL DELL CREATED DELL
    COMPUTER CORPORATIONS LTD,
    WHILE BEING A STUDENT
    ADVERTISEMNET IN
    NATIONAL COMPUTER
    MAGAZINES
    FACTORS AFFECTING BUYING BEHAVIOUR

    • ENVIRONMENTAL

    • ECONOMICAL

    • TECHNOLOGICAL
    B2B process of Dell
    • Problem Recognition
    • Description of General Need
    • Specification of the Product
    • Search of Supplier
    • Proposal Solicitation
    • Selection of Supplier
    • Order-Routine Specification
    • Performance Review
    Who are the suppliers and what do they
    buy
    • Long-term relationships with suppliers
    • Suppliers from all over the world (Motorola, Samsung, Sony)
    • Components they buy (HDDs, Cables, Motherboards)
    PARTICIPANTS IN INDUSTRIAL BUYING
    BEHAVIOUR

    • INITIATOR
    • INFLUENCERS
    • DECIDERS
    T han k PRESENTED BY:
    ONKAR BHAIDKAR, 03

    u !
    CHAITANYA GUPTA, 13

    Yo SHWETA MISHRA, 23
    TEJAS PATIL, 33
    RAJMOHAN SHARMA, 43
    MAYUR JETHWA, 53

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