Comparison Of

Consumer And
Organizational Buying
Behaviors
MEMBERS:

M. OSAMA ANIS (GL)

AHMED ASLAM KHAN
MUHAMMAD YASIR
HASAN JIWANI
JAMAL YOUSUF
ABDUR REHMAN HAQ
 AGENDA
Consumer Goods Below Rs. 100

Consumer Goods above PKR 25,000

Consumer Services

Organization Purchases worth in Millions

Service Contract under Service Level Agreement

Analysis and Conclusion

 CONSUMER BUYING BEHAVIOR ANALYSIS
Less than Rs. 100

NESFRUTA NOTE BOOK AQUAFINA

Interviewee : Bilal Interviewee : Ahsan Interviewee : Abdul Basit

Interviewers: Osama, Ahmed Interviewers: Osama, Ahmed Interviewers: Osama, Ahmed,
and Haq and Haq Jamal and Haq
Venue: Al Jadeed Venue: Al Jadeed Venue: IBA Library
Supermarket Supermarket
 CONSUMER BUYING BEHAVIOR ANALYSIS
Less than Rs. 100

Key
Determinants Competitio Post
Product Buyer Need Purchase
in Purchase n Evaluation
Decision

Brand
Nesfruta Bilal Refreshing Quality Slice Satisfied
r Less Than Rs. 100

Availability

Availability
To document Iqra
Visually
Note Book Ahsan daily life Publishers Not determine
activities Appealing Kaghaz.pk
Price
 CONSUMER BUYING BEHAVIOR ANALYSIS
More than Rs. 25,000

XIAOMI MI A1 DIALTA PHOTOCOPIER HP LAPTOP

Interviewee : Aslam Interviewee : Noman Interviewee : Shahzaib

Interviewers: Osama, Ahmed Interviewers: Osama, Ahmed Interviewers: Hasan, Jamal
and Haq and Haq and Haq
Venue: IBA Venue: IBA Venue: IBA
 CONSUMER BUYING BEHAVIOR ANALYSIS
More than Rs. 25,000
Key determinants
Post Purchase
Product Buyer Need for Purchase Competition Evaluation
Decision

1. Features
Calls
Decent Best Value for 1. Samsung
Xiaomi Mi A1 money in price 2. Huawei
Aslam Camera Satisfied
Smartphone Multimedia 2. range 3. Vivo
Latest software 4. Oppo
Needs
ore than Rs. 25,000

updates

Brand
Price / Return on
Dialta Business in Ricoh
photocopier Noman IBA Investment Xerox Satisfied
Reliability
 CONSUMER BUYING BEHAVIOR ANALYSIS
Consumer Services

CAREEM UFONE PTCL

Interviewee : Haroon Interviewee : Rafay Interviewee : Shehzad

Interviewers: Osama, Ahmed Interviewers: Osama, Ahmed Interviewers: Osama, Jamal
and Haq and Haq and Haq
Venue: IBA Venue: IBA Venue: IBA
 CONSUMER BUYING BEHAVIOR ANALYSIS
Consumer Services
Key
determinants for Post Purchase
Product Buyer Need Purchase Competition Evaluation
Decision

Reasonable price
Uber
Freedom from Bykea Satisfied, but
Hassle free worry of traffic, price is bit high
Careem Haroon travel car theft and Public and driver related
Transport
parking issues
Own car/bike
sumer Service

Reliability

Coverage
Packages and Telenor
Connectivity
Ufone Rafay and calls Price (Super Mobilink Satisfied
Card) Zong

Dissatisfied due
B2B Purchase under a Formal Agreement
Interviewee : Mr. Fasih
Designation : Manager Procurement
Organization : Pakistan Petroleum Ltd.
Interviewers: Osama, Ahmed, Yasir, Jamal, Haq and Jiwani
 B2B Purchase under a Formal Agreement
Post
Product Buyer Need Key Competition Purchase
determinants
Evaluation
PKR 4.2 Million

1. Authorized As Allied
To be used Dealer Engineering is
Company: Pakistan Mr. Fasih in operation authorized Satisfied
Petroleum Limited of 2. Quality dealer for with quality
Manager Caterpillar Caterpillar and
Material: Caterpillar Procurement Generators, 3. Customer generators, services.
Generator Spare Parts used by PPL service therefore, no
competition
Organizational Service Level Agreement
Interviewee : Mr. Farrukh Ahmed
Designation : Manager Projects
Organization : Gasco Engineering Pvt. Ltd.
Interviewers: Yasir, Jamal and Jiwani
 B2B Purchase under a Formal Agreement
Post
Product Buyer Need Key Competition completion
determinants
Evaluation
1. Work
PKR 1.1 Million

Quality
Satisfactory
1.Technical 2.
Mr. Farrukh qualification Completion
Company: Gasco Part of Within Due
Ahmed Other local
(Manager Project 2.Relevant service time
Engineering Pvt. Ltd. Scope of 3.
Projects) Experience providers
Services: Thrust Boring work Compliance
3.Competitive to agreed
terms and
rates condition
4. Lacking
HSE culture
 ANALYSIS AND CONCLUSION

Individual Buying Behavior:

1. Decision makers: Individual or related party.
2. Limited though process before selection.
3. Generally buy or use services:
a) On the basis of perception made in their mind by listening
from others
b) From their personal experience
4. Preferred renowned brand rather than evaluating competitive
brands due to trust issue.
 ANALYSIS AND CONCLUSION

Organizational Buying Behavior:

1. Decision makers: Group of expert people.
2. Terms & condition before taking final decision.
3. Alternative resources evaluation is legal requirement before
selection.
4. Following factors are very important while taking decision:
a) Price
b) Quality
c) After sales services