SlideShare a Scribd company logo
1 of 9
WINTERTemplate
01
THE ORGANIZATIONAL
BUYER’S DECISION
PROCESS
FIROS FEBIN
&
ANURAG
3RD SEMESTER
CONSUMER BEHAVIOUR
02
1 • PROBLEM RECOGNITION
2 • NEED DESCRIPTION
3
• PRODUCT SPECIFICATION
4 • VENDOR SEARCH
5 • PROPOSAL REQUEST
6 • VENDOR SELECTION
7 • PURCHASE ROUTIN SELECTION
8 • POST PURCHASE EVALUATION
031) Problem Recognition
 Problem recognition occurs when the organization perceives a
difference of sufficient magnitude between the desired state and
actual state of affairs.
 Either, external or internal stimuli may be the cause of problem
recognition.
 External stimuli – new packaging equipment for its manufacturing
operation through a visit to a trade show, an ad seen in an industrial
magazine, or a sales call by a supplier's representative.
 Internal stimuli – company could experience by break down of
packaging equipment, planning for launch of new product which need
different packaging equipment.
042) Need description
 Once problem recognition occurs, the organization must then generally
determine the characteristics and quantity of the needed item.
 The general characteristics could be reliability, durability, price etc.
 The questions that could be posed are:
i. What performance specifications need to be met?
ii. What types of goods and services should be considered?
iii. What are the application requirements? and
iv. What quantities would be needed?
053) Product specification
 The buying organization has to develop the technical specifications of the
needed items.
 In this phase, the product is broken down into items. The items in turn are
sorted into standard ones and new ones which need to be designed.
 The specifications for both are listed. As a marketer, he must involve
himself and his technical and financial counterpart to determine the
feasibility and also to elaborate the services they can offer to develop and
supply the product. Unless it is a known supplier many companies do not
encourage the supplier participation at this stage.
06
 Here is an example of how the supplier firm can help the buyer firm in this
phase.
Toyota Motor Corporation wanted to make a ‘thinking car’ which could learn,
memorize and react to inputs from the human environment. They found Sony
Corporation had developed a mechanical dog displaying these features.
They involved Sony in the design of the car and evolved a ‘pod’ which was
displayed at the 35th Tokyo Motor Show. It is yet to be manufactured for the
general public. Pod can exchange information with other vehicles, gauge the
drivers’ skill level; understand the drivers’ mood etc. Instead of a steering
wheel, it has a joystick.
07
08
When LML’s Kanpur facility was designing and developing ‘Freedom’, a 100
cc bike, it employed the services of several companies for designing and
supply of many parts. Sriram supplied piston, Borg Warner of Germany
supplied the cam chain, Daclin designed and supplied the frame and MRF was
called in to develop tyres. The British firm Prodrine provided the
technological inputs for changes in the gear system.
09
 This phase pertains to the search for the qualified suppliers among the
potential sources
 Organizational buyers have wide range of information sources to use in
their assessment of product and supplies:
 Visit by sales representatives from potential suppliers.
 Trade shows.
 Trade publications articles and advertisement.
 Direct mailings.
 Professional and technical conferences.
 Yellow pages
 Trade directories
 Word of mouth
3) Vendor search

More Related Content

Viewers also liked

ITFT Buying decision process
ITFT Buying decision process ITFT Buying decision process
ITFT Buying decision process Harminder Kaur
 
Business Markets & Business Buyer Behaviour
Business Markets & Business Buyer BehaviourBusiness Markets & Business Buyer Behaviour
Business Markets & Business Buyer BehaviourAbdul Aziz Awan
 
project on consumer buying decision process in purchasing economy class cars
project on consumer buying decision process in purchasing economy class cars project on consumer buying decision process in purchasing economy class cars
project on consumer buying decision process in purchasing economy class cars Guruprasad Upadhya
 
B2B Buyer Behaviour and Segmentation
B2B Buyer Behaviour and SegmentationB2B Buyer Behaviour and Segmentation
B2B Buyer Behaviour and SegmentationLindsey Fair, MBA
 
Buyer's Decision Making while purchasing a refrigerator
Buyer's Decision Making while purchasing a refrigeratorBuyer's Decision Making while purchasing a refrigerator
Buyer's Decision Making while purchasing a refrigeratorProsenjit Banerjee
 
The Consumer Buying Decision Process
The Consumer Buying Decision ProcessThe Consumer Buying Decision Process
The Consumer Buying Decision ProcessDr. Ahmad Faraz
 
Buyer behaviour
Buyer behaviourBuyer behaviour
Buyer behaviourosmawati
 
Business Markets and Business Buyer Behavior
Business Markets and Business Buyer BehaviorBusiness Markets and Business Buyer Behavior
Business Markets and Business Buyer BehaviorMehmet Cihangir
 
Consumer decision making process.
Consumer decision making process.Consumer decision making process.
Consumer decision making process.amathulmubeen
 
Consumer Decision Making
Consumer Decision MakingConsumer Decision Making
Consumer Decision Makingajithsrc
 
Consumer decision making process
Consumer decision making process Consumer decision making process
Consumer decision making process KHALIL AHMAD
 
Consumer buying behaviour
Consumer buying behaviourConsumer buying behaviour
Consumer buying behaviourShashi Shekhar
 

Viewers also liked (15)

ITFT Buying decision process
ITFT Buying decision process ITFT Buying decision process
ITFT Buying decision process
 
Business Markets & Business Buyer Behaviour
Business Markets & Business Buyer BehaviourBusiness Markets & Business Buyer Behaviour
Business Markets & Business Buyer Behaviour
 
project on consumer buying decision process in purchasing economy class cars
project on consumer buying decision process in purchasing economy class cars project on consumer buying decision process in purchasing economy class cars
project on consumer buying decision process in purchasing economy class cars
 
MARKETING-CH4
MARKETING-CH4MARKETING-CH4
MARKETING-CH4
 
B2B Buyer Behaviour and Segmentation
B2B Buyer Behaviour and SegmentationB2B Buyer Behaviour and Segmentation
B2B Buyer Behaviour and Segmentation
 
Buyer's Decision Making while purchasing a refrigerator
Buyer's Decision Making while purchasing a refrigeratorBuyer's Decision Making while purchasing a refrigerator
Buyer's Decision Making while purchasing a refrigerator
 
Consumer buying decision process
Consumer buying decision processConsumer buying decision process
Consumer buying decision process
 
The Consumer Buying Decision Process
The Consumer Buying Decision ProcessThe Consumer Buying Decision Process
The Consumer Buying Decision Process
 
Buyer behaviour
Buyer behaviourBuyer behaviour
Buyer behaviour
 
Buying Decision Process
Buying Decision ProcessBuying Decision Process
Buying Decision Process
 
Business Markets and Business Buyer Behavior
Business Markets and Business Buyer BehaviorBusiness Markets and Business Buyer Behavior
Business Markets and Business Buyer Behavior
 
Consumer decision making process.
Consumer decision making process.Consumer decision making process.
Consumer decision making process.
 
Consumer Decision Making
Consumer Decision MakingConsumer Decision Making
Consumer Decision Making
 
Consumer decision making process
Consumer decision making process Consumer decision making process
Consumer decision making process
 
Consumer buying behaviour
Consumer buying behaviourConsumer buying behaviour
Consumer buying behaviour
 

Similar to The Organisations Buyer's Decision Process

Presentation 6 RYAN.pdf
Presentation 6 RYAN.pdfPresentation 6 RYAN.pdf
Presentation 6 RYAN.pdfMDASIF47095
 
Automotive Dealer Internet Sales Performance Study
Automotive  Dealer  Internet  Sales  Performance  StudyAutomotive  Dealer  Internet  Sales  Performance  Study
Automotive Dealer Internet Sales Performance StudyRalph Paglia
 
Internet Dealer Lead Response Performance Study
Internet Dealer Lead Response Performance StudyInternet Dealer Lead Response Performance Study
Internet Dealer Lead Response Performance StudyKelly Automotive
 
Automotive Dealer Internet Sales Performance Study
Automotive Dealer Internet Sales Performance StudyAutomotive Dealer Internet Sales Performance Study
Automotive Dealer Internet Sales Performance StudyRalph Paglia
 
1703257 PAPER Effect of Branding on Consumer Buying Behaviour in Bharat Ford ...
1703257 PAPER Effect of Branding on Consumer Buying Behaviour in Bharat Ford ...1703257 PAPER Effect of Branding on Consumer Buying Behaviour in Bharat Ford ...
1703257 PAPER Effect of Branding on Consumer Buying Behaviour in Bharat Ford ...DR BHADRAPPA HARALAYYA
 
International marketing of toyota
International marketing of toyotaInternational marketing of toyota
International marketing of toyotahiteshkrohra
 
18340710 a-study-on-new-product-development-with-tata-nano-and-comparitive-st...
18340710 a-study-on-new-product-development-with-tata-nano-and-comparitive-st...18340710 a-study-on-new-product-development-with-tata-nano-and-comparitive-st...
18340710 a-study-on-new-product-development-with-tata-nano-and-comparitive-st...vermaashish492
 
Business growth: material for exercises
Business growth: material for exercisesBusiness growth: material for exercises
Business growth: material for exercisesFogGuru MSCA Project
 
Running head HONDA AUTO COMPANY MARKET RESEARCH PROPOSAL .docx
Running head HONDA AUTO COMPANY MARKET RESEARCH PROPOSAL       .docxRunning head HONDA AUTO COMPANY MARKET RESEARCH PROPOSAL       .docx
Running head HONDA AUTO COMPANY MARKET RESEARCH PROPOSAL .docxcharisellington63520
 
A PROJECT REPORT ON FINANCIAL ANALYSIS REFERNCE TO FEDERAL MOGUAL
A PROJECT REPORT ON FINANCIAL ANALYSIS REFERNCE TO FEDERAL MOGUALA PROJECT REPORT ON FINANCIAL ANALYSIS REFERNCE TO FEDERAL MOGUAL
A PROJECT REPORT ON FINANCIAL ANALYSIS REFERNCE TO FEDERAL MOGUALHarsharan Singh
 
SUMMER INTERNSHIP PROJECT
SUMMER INTERNSHIP PROJECTSUMMER INTERNSHIP PROJECT
SUMMER INTERNSHIP PROJECTDeepak Hbk
 
SUMMER INTERNSHIP PROJECT
SUMMER INTERNSHIP PROJECTSUMMER INTERNSHIP PROJECT
SUMMER INTERNSHIP PROJECTDeepak Hbk
 
The toyota way Book Review
The toyota way Book ReviewThe toyota way Book Review
The toyota way Book ReviewRoshani Mehta
 
Positioning for Success: 2011 Analysis of Canadian Auto Dealer Responses to O...
Positioning for Success: 2011 Analysis of Canadian Auto Dealer Responses to O...Positioning for Success: 2011 Analysis of Canadian Auto Dealer Responses to O...
Positioning for Success: 2011 Analysis of Canadian Auto Dealer Responses to O...Barry Baker
 

Similar to The Organisations Buyer's Decision Process (20)

Presentation 6 RYAN.pdf
Presentation 6 RYAN.pdfPresentation 6 RYAN.pdf
Presentation 6 RYAN.pdf
 
Automotive Dealer Internet Sales Performance Study
Automotive  Dealer  Internet  Sales  Performance  StudyAutomotive  Dealer  Internet  Sales  Performance  Study
Automotive Dealer Internet Sales Performance Study
 
Internet Dealer Lead Response Performance Study
Internet Dealer Lead Response Performance StudyInternet Dealer Lead Response Performance Study
Internet Dealer Lead Response Performance Study
 
Automotive Dealer Internet Sales Performance Study
Automotive Dealer Internet Sales Performance StudyAutomotive Dealer Internet Sales Performance Study
Automotive Dealer Internet Sales Performance Study
 
1703257 PAPER Effect of Branding on Consumer Buying Behaviour in Bharat Ford ...
1703257 PAPER Effect of Branding on Consumer Buying Behaviour in Bharat Ford ...1703257 PAPER Effect of Branding on Consumer Buying Behaviour in Bharat Ford ...
1703257 PAPER Effect of Branding on Consumer Buying Behaviour in Bharat Ford ...
 
International marketing of toyota
International marketing of toyotaInternational marketing of toyota
International marketing of toyota
 
Marketing Plan Carhoe
Marketing Plan CarhoeMarketing Plan Carhoe
Marketing Plan Carhoe
 
Crompton Greaves
Crompton Greaves Crompton Greaves
Crompton Greaves
 
18340710 a-study-on-new-product-development-with-tata-nano-and-comparitive-st...
18340710 a-study-on-new-product-development-with-tata-nano-and-comparitive-st...18340710 a-study-on-new-product-development-with-tata-nano-and-comparitive-st...
18340710 a-study-on-new-product-development-with-tata-nano-and-comparitive-st...
 
Indian petro industry 2017
Indian petro industry 2017Indian petro industry 2017
Indian petro industry 2017
 
Business growth: material for exercises
Business growth: material for exercisesBusiness growth: material for exercises
Business growth: material for exercises
 
Finalaaa
FinalaaaFinalaaa
Finalaaa
 
Running head HONDA AUTO COMPANY MARKET RESEARCH PROPOSAL .docx
Running head HONDA AUTO COMPANY MARKET RESEARCH PROPOSAL       .docxRunning head HONDA AUTO COMPANY MARKET RESEARCH PROPOSAL       .docx
Running head HONDA AUTO COMPANY MARKET RESEARCH PROPOSAL .docx
 
A PROJECT REPORT ON FINANCIAL ANALYSIS REFERNCE TO FEDERAL MOGUAL
A PROJECT REPORT ON FINANCIAL ANALYSIS REFERNCE TO FEDERAL MOGUALA PROJECT REPORT ON FINANCIAL ANALYSIS REFERNCE TO FEDERAL MOGUAL
A PROJECT REPORT ON FINANCIAL ANALYSIS REFERNCE TO FEDERAL MOGUAL
 
SUMMER INTERNSHIP PROJECT
SUMMER INTERNSHIP PROJECTSUMMER INTERNSHIP PROJECT
SUMMER INTERNSHIP PROJECT
 
SUMMER INTERNSHIP PROJECT
SUMMER INTERNSHIP PROJECTSUMMER INTERNSHIP PROJECT
SUMMER INTERNSHIP PROJECT
 
Toyota case
Toyota caseToyota case
Toyota case
 
The toyota way Book Review
The toyota way Book ReviewThe toyota way Book Review
The toyota way Book Review
 
Positioning for Success: 2011 Analysis of Canadian Auto Dealer Responses to O...
Positioning for Success: 2011 Analysis of Canadian Auto Dealer Responses to O...Positioning for Success: 2011 Analysis of Canadian Auto Dealer Responses to O...
Positioning for Success: 2011 Analysis of Canadian Auto Dealer Responses to O...
 
Ford Motor Company
Ford Motor CompanyFord Motor Company
Ford Motor Company
 

More from firosfebinf

ROLE OF PROMOTIONAL STRATEGIES AND FINANCIAL AFFORDABILITY OF CUSTOMERS ON DI...
ROLE OF PROMOTIONAL STRATEGIES AND FINANCIAL AFFORDABILITY OF CUSTOMERS ON DI...ROLE OF PROMOTIONAL STRATEGIES AND FINANCIAL AFFORDABILITY OF CUSTOMERS ON DI...
ROLE OF PROMOTIONAL STRATEGIES AND FINANCIAL AFFORDABILITY OF CUSTOMERS ON DI...firosfebinf
 
Investment environment in india
Investment environment in indiaInvestment environment in india
Investment environment in indiafirosfebinf
 
Toyota in china case study
Toyota in china case studyToyota in china case study
Toyota in china case studyfirosfebinf
 
The farmers development in credit structure vis à-vis indian
The farmers development in credit structure vis à-vis indianThe farmers development in credit structure vis à-vis indian
The farmers development in credit structure vis à-vis indianfirosfebinf
 
Reasons behind selection of location for company
Reasons behind selection of location for companyReasons behind selection of location for company
Reasons behind selection of location for companyfirosfebinf
 
future of rural market in india
future of rural market in indiafuture of rural market in india
future of rural market in indiafirosfebinf
 
BAJRANG PLANT RESOURCES AND RESEARCH
BAJRANG PLANT RESOURCES AND RESEARCH                          BAJRANG PLANT RESOURCES AND RESEARCH
BAJRANG PLANT RESOURCES AND RESEARCH firosfebinf
 

More from firosfebinf (10)

ROLE OF PROMOTIONAL STRATEGIES AND FINANCIAL AFFORDABILITY OF CUSTOMERS ON DI...
ROLE OF PROMOTIONAL STRATEGIES AND FINANCIAL AFFORDABILITY OF CUSTOMERS ON DI...ROLE OF PROMOTIONAL STRATEGIES AND FINANCIAL AFFORDABILITY OF CUSTOMERS ON DI...
ROLE OF PROMOTIONAL STRATEGIES AND FINANCIAL AFFORDABILITY OF CUSTOMERS ON DI...
 
Investment environment in india
Investment environment in indiaInvestment environment in india
Investment environment in india
 
Toyota in china case study
Toyota in china case studyToyota in china case study
Toyota in china case study
 
The farmers development in credit structure vis à-vis indian
The farmers development in credit structure vis à-vis indianThe farmers development in credit structure vis à-vis indian
The farmers development in credit structure vis à-vis indian
 
Reasons behind selection of location for company
Reasons behind selection of location for companyReasons behind selection of location for company
Reasons behind selection of location for company
 
street food
street foodstreet food
street food
 
future of rural market in india
future of rural market in indiafuture of rural market in india
future of rural market in india
 
instant food
instant foodinstant food
instant food
 
ITC Ltd HISTORY
ITC Ltd HISTORYITC Ltd HISTORY
ITC Ltd HISTORY
 
BAJRANG PLANT RESOURCES AND RESEARCH
BAJRANG PLANT RESOURCES AND RESEARCH                          BAJRANG PLANT RESOURCES AND RESEARCH
BAJRANG PLANT RESOURCES AND RESEARCH
 

Recently uploaded

How To Simplify Your Scheduling with AI Calendarfly The Hassle-Free Online Bo...
How To Simplify Your Scheduling with AI Calendarfly The Hassle-Free Online Bo...How To Simplify Your Scheduling with AI Calendarfly The Hassle-Free Online Bo...
How To Simplify Your Scheduling with AI Calendarfly The Hassle-Free Online Bo...SOFTTECHHUB
 
Excvation Safety for safety officers reference
Excvation Safety for safety officers referenceExcvation Safety for safety officers reference
Excvation Safety for safety officers referencessuser2c065e
 
Driving Business Impact for PMs with Jon Harmer
Driving Business Impact for PMs with Jon HarmerDriving Business Impact for PMs with Jon Harmer
Driving Business Impact for PMs with Jon HarmerAggregage
 
PSCC - Capability Statement Presentation
PSCC - Capability Statement PresentationPSCC - Capability Statement Presentation
PSCC - Capability Statement PresentationAnamaria Contreras
 
TriStar Gold Corporate Presentation - April 2024
TriStar Gold Corporate Presentation - April 2024TriStar Gold Corporate Presentation - April 2024
TriStar Gold Corporate Presentation - April 2024Adnet Communications
 
APRIL2024_UKRAINE_xml_0000000000000 .pdf
APRIL2024_UKRAINE_xml_0000000000000 .pdfAPRIL2024_UKRAINE_xml_0000000000000 .pdf
APRIL2024_UKRAINE_xml_0000000000000 .pdfRbc Rbcua
 
Investment in The Coconut Industry by Nancy Cheruiyot
Investment in The Coconut Industry by Nancy CheruiyotInvestment in The Coconut Industry by Nancy Cheruiyot
Investment in The Coconut Industry by Nancy Cheruiyotictsugar
 
Pitch Deck Teardown: Geodesic.Life's $500k Pre-seed deck
Pitch Deck Teardown: Geodesic.Life's $500k Pre-seed deckPitch Deck Teardown: Geodesic.Life's $500k Pre-seed deck
Pitch Deck Teardown: Geodesic.Life's $500k Pre-seed deckHajeJanKamps
 
Guide Complete Set of Residential Architectural Drawings PDF
Guide Complete Set of Residential Architectural Drawings PDFGuide Complete Set of Residential Architectural Drawings PDF
Guide Complete Set of Residential Architectural Drawings PDFChandresh Chudasama
 
Memorándum de Entendimiento (MoU) entre Codelco y SQM
Memorándum de Entendimiento (MoU) entre Codelco y SQMMemorándum de Entendimiento (MoU) entre Codelco y SQM
Memorándum de Entendimiento (MoU) entre Codelco y SQMVoces Mineras
 
1911 Gold Corporate Presentation Apr 2024.pdf
1911 Gold Corporate Presentation Apr 2024.pdf1911 Gold Corporate Presentation Apr 2024.pdf
1911 Gold Corporate Presentation Apr 2024.pdfShaun Heinrichs
 
Fordham -How effective decision-making is within the IT department - Analysis...
Fordham -How effective decision-making is within the IT department - Analysis...Fordham -How effective decision-making is within the IT department - Analysis...
Fordham -How effective decision-making is within the IT department - Analysis...Peter Ward
 
Pitch Deck Teardown: Xpanceo's $40M Seed deck
Pitch Deck Teardown: Xpanceo's $40M Seed deckPitch Deck Teardown: Xpanceo's $40M Seed deck
Pitch Deck Teardown: Xpanceo's $40M Seed deckHajeJanKamps
 
Church Building Grants To Assist With New Construction, Additions, And Restor...
Church Building Grants To Assist With New Construction, Additions, And Restor...Church Building Grants To Assist With New Construction, Additions, And Restor...
Church Building Grants To Assist With New Construction, Additions, And Restor...Americas Got Grants
 
Horngren’s Financial & Managerial Accounting, 7th edition by Miller-Nobles so...
Horngren’s Financial & Managerial Accounting, 7th edition by Miller-Nobles so...Horngren’s Financial & Managerial Accounting, 7th edition by Miller-Nobles so...
Horngren’s Financial & Managerial Accounting, 7th edition by Miller-Nobles so...ssuserf63bd7
 
Cybersecurity Awareness Training Presentation v2024.03
Cybersecurity Awareness Training Presentation v2024.03Cybersecurity Awareness Training Presentation v2024.03
Cybersecurity Awareness Training Presentation v2024.03DallasHaselhorst
 
WSMM Technology February.March Newsletter_vF.pdf
WSMM Technology February.March Newsletter_vF.pdfWSMM Technology February.March Newsletter_vF.pdf
WSMM Technology February.March Newsletter_vF.pdfJamesConcepcion7
 
WSMM Media and Entertainment Feb_March_Final.pdf
WSMM Media and Entertainment Feb_March_Final.pdfWSMM Media and Entertainment Feb_March_Final.pdf
WSMM Media and Entertainment Feb_March_Final.pdfJamesConcepcion7
 

Recently uploaded (20)

How To Simplify Your Scheduling with AI Calendarfly The Hassle-Free Online Bo...
How To Simplify Your Scheduling with AI Calendarfly The Hassle-Free Online Bo...How To Simplify Your Scheduling with AI Calendarfly The Hassle-Free Online Bo...
How To Simplify Your Scheduling with AI Calendarfly The Hassle-Free Online Bo...
 
Excvation Safety for safety officers reference
Excvation Safety for safety officers referenceExcvation Safety for safety officers reference
Excvation Safety for safety officers reference
 
Driving Business Impact for PMs with Jon Harmer
Driving Business Impact for PMs with Jon HarmerDriving Business Impact for PMs with Jon Harmer
Driving Business Impact for PMs with Jon Harmer
 
PSCC - Capability Statement Presentation
PSCC - Capability Statement PresentationPSCC - Capability Statement Presentation
PSCC - Capability Statement Presentation
 
TriStar Gold Corporate Presentation - April 2024
TriStar Gold Corporate Presentation - April 2024TriStar Gold Corporate Presentation - April 2024
TriStar Gold Corporate Presentation - April 2024
 
APRIL2024_UKRAINE_xml_0000000000000 .pdf
APRIL2024_UKRAINE_xml_0000000000000 .pdfAPRIL2024_UKRAINE_xml_0000000000000 .pdf
APRIL2024_UKRAINE_xml_0000000000000 .pdf
 
Investment in The Coconut Industry by Nancy Cheruiyot
Investment in The Coconut Industry by Nancy CheruiyotInvestment in The Coconut Industry by Nancy Cheruiyot
Investment in The Coconut Industry by Nancy Cheruiyot
 
Pitch Deck Teardown: Geodesic.Life's $500k Pre-seed deck
Pitch Deck Teardown: Geodesic.Life's $500k Pre-seed deckPitch Deck Teardown: Geodesic.Life's $500k Pre-seed deck
Pitch Deck Teardown: Geodesic.Life's $500k Pre-seed deck
 
Guide Complete Set of Residential Architectural Drawings PDF
Guide Complete Set of Residential Architectural Drawings PDFGuide Complete Set of Residential Architectural Drawings PDF
Guide Complete Set of Residential Architectural Drawings PDF
 
Memorándum de Entendimiento (MoU) entre Codelco y SQM
Memorándum de Entendimiento (MoU) entre Codelco y SQMMemorándum de Entendimiento (MoU) entre Codelco y SQM
Memorándum de Entendimiento (MoU) entre Codelco y SQM
 
1911 Gold Corporate Presentation Apr 2024.pdf
1911 Gold Corporate Presentation Apr 2024.pdf1911 Gold Corporate Presentation Apr 2024.pdf
1911 Gold Corporate Presentation Apr 2024.pdf
 
Fordham -How effective decision-making is within the IT department - Analysis...
Fordham -How effective decision-making is within the IT department - Analysis...Fordham -How effective decision-making is within the IT department - Analysis...
Fordham -How effective decision-making is within the IT department - Analysis...
 
Pitch Deck Teardown: Xpanceo's $40M Seed deck
Pitch Deck Teardown: Xpanceo's $40M Seed deckPitch Deck Teardown: Xpanceo's $40M Seed deck
Pitch Deck Teardown: Xpanceo's $40M Seed deck
 
Church Building Grants To Assist With New Construction, Additions, And Restor...
Church Building Grants To Assist With New Construction, Additions, And Restor...Church Building Grants To Assist With New Construction, Additions, And Restor...
Church Building Grants To Assist With New Construction, Additions, And Restor...
 
Horngren’s Financial & Managerial Accounting, 7th edition by Miller-Nobles so...
Horngren’s Financial & Managerial Accounting, 7th edition by Miller-Nobles so...Horngren’s Financial & Managerial Accounting, 7th edition by Miller-Nobles so...
Horngren’s Financial & Managerial Accounting, 7th edition by Miller-Nobles so...
 
Cybersecurity Awareness Training Presentation v2024.03
Cybersecurity Awareness Training Presentation v2024.03Cybersecurity Awareness Training Presentation v2024.03
Cybersecurity Awareness Training Presentation v2024.03
 
WSMM Technology February.March Newsletter_vF.pdf
WSMM Technology February.March Newsletter_vF.pdfWSMM Technology February.March Newsletter_vF.pdf
WSMM Technology February.March Newsletter_vF.pdf
 
WSMM Media and Entertainment Feb_March_Final.pdf
WSMM Media and Entertainment Feb_March_Final.pdfWSMM Media and Entertainment Feb_March_Final.pdf
WSMM Media and Entertainment Feb_March_Final.pdf
 
The Bizz Quiz-E-Summit-E-Cell-IITPatna.pptx
The Bizz Quiz-E-Summit-E-Cell-IITPatna.pptxThe Bizz Quiz-E-Summit-E-Cell-IITPatna.pptx
The Bizz Quiz-E-Summit-E-Cell-IITPatna.pptx
 
Japan IT Week 2024 Brochure by 47Billion (English)
Japan IT Week 2024 Brochure by 47Billion (English)Japan IT Week 2024 Brochure by 47Billion (English)
Japan IT Week 2024 Brochure by 47Billion (English)
 

The Organisations Buyer's Decision Process

  • 1. WINTERTemplate 01 THE ORGANIZATIONAL BUYER’S DECISION PROCESS FIROS FEBIN & ANURAG 3RD SEMESTER CONSUMER BEHAVIOUR
  • 2. 02 1 • PROBLEM RECOGNITION 2 • NEED DESCRIPTION 3 • PRODUCT SPECIFICATION 4 • VENDOR SEARCH 5 • PROPOSAL REQUEST 6 • VENDOR SELECTION 7 • PURCHASE ROUTIN SELECTION 8 • POST PURCHASE EVALUATION
  • 3. 031) Problem Recognition  Problem recognition occurs when the organization perceives a difference of sufficient magnitude between the desired state and actual state of affairs.  Either, external or internal stimuli may be the cause of problem recognition.  External stimuli – new packaging equipment for its manufacturing operation through a visit to a trade show, an ad seen in an industrial magazine, or a sales call by a supplier's representative.  Internal stimuli – company could experience by break down of packaging equipment, planning for launch of new product which need different packaging equipment.
  • 4. 042) Need description  Once problem recognition occurs, the organization must then generally determine the characteristics and quantity of the needed item.  The general characteristics could be reliability, durability, price etc.  The questions that could be posed are: i. What performance specifications need to be met? ii. What types of goods and services should be considered? iii. What are the application requirements? and iv. What quantities would be needed?
  • 5. 053) Product specification  The buying organization has to develop the technical specifications of the needed items.  In this phase, the product is broken down into items. The items in turn are sorted into standard ones and new ones which need to be designed.  The specifications for both are listed. As a marketer, he must involve himself and his technical and financial counterpart to determine the feasibility and also to elaborate the services they can offer to develop and supply the product. Unless it is a known supplier many companies do not encourage the supplier participation at this stage.
  • 6. 06  Here is an example of how the supplier firm can help the buyer firm in this phase. Toyota Motor Corporation wanted to make a ‘thinking car’ which could learn, memorize and react to inputs from the human environment. They found Sony Corporation had developed a mechanical dog displaying these features. They involved Sony in the design of the car and evolved a ‘pod’ which was displayed at the 35th Tokyo Motor Show. It is yet to be manufactured for the general public. Pod can exchange information with other vehicles, gauge the drivers’ skill level; understand the drivers’ mood etc. Instead of a steering wheel, it has a joystick.
  • 7. 07
  • 8. 08 When LML’s Kanpur facility was designing and developing ‘Freedom’, a 100 cc bike, it employed the services of several companies for designing and supply of many parts. Sriram supplied piston, Borg Warner of Germany supplied the cam chain, Daclin designed and supplied the frame and MRF was called in to develop tyres. The British firm Prodrine provided the technological inputs for changes in the gear system.
  • 9. 09  This phase pertains to the search for the qualified suppliers among the potential sources  Organizational buyers have wide range of information sources to use in their assessment of product and supplies:  Visit by sales representatives from potential suppliers.  Trade shows.  Trade publications articles and advertisement.  Direct mailings.  Professional and technical conferences.  Yellow pages  Trade directories  Word of mouth 3) Vendor search