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B2B buying behaviour

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This presentation is about the two different types of B2B Buying Behaviour

Published in: Marketing
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B2B buying behaviour

  1. 1. Organisational Buying Behaviour & Consumer Buying BehaviourBy: Eshant Sharma PGCM-4 1410
  2. 2. Organisational Buying Behaviour The decision making process by which formal organisations establish the need for purchased products and services and identify, evaluate and choose among alternative brands and suppliers
  3. 3. Characteristics of Organisational Buying Individual Complex dimensions GroupingTime Quantitative criteria
  4. 4. Stages in Organisational Buying Problem Recognition Need Description Product Specification Supplier Search Proposal Solidification Supplier Selection Order Specification Performance Review
  5. 5. Consumer Buying Behaviour Consumer Buying Behaviour refers to the buying behaviour of the ultimate consumer. Buying Behaviour is the decision processes and acts of people involved in buying and using products.
  6. 6. Stages of Consumer Buying Information Search Evaluation Of Alternatives Purchase DecisionPurchase Post Purchase Problem Recognition
  7. 7. Types of Consumer Buying Routine Response Limited Decision Making Extensive Decision Making Impulse Buying
  8. 8. Salesman Exhibition & Trade Shows Direct Mail Press Release Journal Professional conference Trade News Word-of- mouth Active search Background of individual Satisfaction with purchase Specialised education Role orientation Life style Expectation of 1. Purchasing agent 2. Engineers 3. Users Industrial buying process Perceptual distortion Product specific factors Company specific factors Time Pressure Perceived risk Type of purchase Joint decisions Autonomous decisions Orientation Size Centralisation Conflict resolution 1. Problem solving 2. Persuasion 3. Bargaining Supplier or brand choice Situational Factors
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