1.
Sanjib Kumar Panda

2.
Outline
 Define business buyer behaviour.
 Business buying model.
 Business market.
 Business buying process.
E-procurement & online shopping.

3.
The buying behavior of organizations that buy goods
and services for use in the production of other
products and services that are sold, rented, or
supplied to others. Also includes retailing and
wholesaling firms that acquire goods for the purpose
of reselling or renting them to others at a profit

4.
The decision process by which business buyers determine
which products and services their organization needs to be
purchase and then find, evaluate and choosing among
alternatives suppliers and brands.
Business market operate behind the scenes to most consumers.
Most of the things you buy involve many sets of business
purchases before you ever see them.

5.
Characteristics
Compared to consumer
markets
1) Market
Structure
&
Demand
Business marketer deals with far fewer but far larger
buyers than the consumer markets.
Business costumers are more geographically
concentrated.
Demands are different
• Demand is derived
• Demand is price inelastic
• Demand fluctuates more

6.
Characteristics
Compared to consumer
markets
2) Need of The
Buying Unit
Involve more buyers in the decision process.
More professional purchasing effort.
Often business buying is done by trained
purchasing agent. Buying committee composed
with technical export.

7.
Characteristics
Compared to consumer
markets
3) Types of
Decisions and the
Decision Process
More complex buying decisions
The buying process is more formalized
Buyers and sellers work more closely together and build
long-term relationships

8.
• A business buying
situation in which the
buyer purchases a
product or services for
the first time.
• Buying a
packaged solution
to a problem from
a single seller.
• A business buying
situation in which the
buyer wants to modify
product specification,
price, terms, or supplier.
• A business buying
situation in which the
buyer routinely
reorders something
without any
modification
`Major Type Of
Business Buyer

9.
Major Influences on Business Buyers
Like Consumer buying decisions also business buying
decisions are affected by an incredibly complex combination
of environmental, interpersonal and individual
influences, but with extra layer of organizational factor
thrown into the mix.

10.
The
Economy
Supply
Condition
Technology
Laws &
policies
Competition
Culture &
Customs

11.
Business Buying Process
Problem
Recognition
General Need
Description
Product
Specification
Supplier
Search
Proposal
Solicitation
Supplier
Selection
Order-routine
Specification
Performance
Review

12.
E-procurement And Online Purchasing
Purchasing through electronic connections
between buyers and sellers usually online.
Now a days online purchasing is standard
procedure for most companies.

13.
Benefitsof E-procurement
 Access to new suppliers.
 Lower purchasing cost.
 Quicker order processing.
 Quicker delivery.