Business Buying Behavior

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This presentation covered all the important aspects of organizational buying or b2b buying which help the others who are either in business or a student.

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Business Buying Behavior

  1. 1. Business Buying Behavior<br />Sonam Mhajan<br />Mahendra Yadav<br />Milan Bir<br />Devendra Singh<br />
  2. 2. What will we learn in this unit:-<br />
  3. 3. What will we learn in this unit:-<br />
  4. 4.
  5. 5. Characteristics of Business Markets<br />Market Structure and Demand<br />Nature of the Buying Unit<br />Types of Decisions & the <br />Decision Process<br />
  6. 6.
  7. 7.
  8. 8.
  9. 9.
  10. 10. Participants in the Business BuyingProcess: The Buying Center<br />Users<br />Gatekeepers<br />Buying <br />Center<br />Deciders<br />Influencers<br />Buyers<br />
  11. 11.
  12. 12. Buying Motives Of Business Buyers<br />
  13. 13. Buying Motives Of Business Buyers<br />
  14. 14. Major Types of Buying Situations:-<br />The buyer routinely reorders<br /><ul><li>something without any
  15. 15. modifications.
  16. 16. Straight Re-buy</li></ul>The buyer wants to modify<br /><ul><li>product specifications,
  17. 17. prices, terms, or suppliers.
  18. 18. Modified Re-buy</li></ul>The buyer purchases a<br /><ul><li>product or service for the
  19. 19. first time.
  20. 20. New Task </li></li></ul><li>Characteristics of theThree Types of Buying Decisions:-<br />Straight Rebuy<br />Modified Rebuy<br />New Task<br />Low<br />Medium<br />High<br />Minimal<br />Moderate<br />Maximum<br />Newness of Problem or Need<br />Minimal<br />Limited<br />Extensive<br />Information Requirements<br />None<br />Limited<br />Extensive<br />Information Search<br />Very Small<br />Moderate<br />Large<br />Consideration of New Alternatives<br />Low<br />Moderate<br />High<br />Multiple Buying Influence<br />Limited prob. solving<br />Financial Risks<br />Routine response<br />Extended prob solving<br />
  21. 21. Problem Recognition<br />Stages in the BusinessBuying Process:-<br />General Need Description<br />Product Specification<br />Supplier Search<br />Proposal Solicitation<br />Supplier Selection<br />Order Routine Specification<br />Performance Review<br />
  22. 22. Types Of Business Buying:-<br />
  23. 23. Environmental<br />Economic, Technological, Political, Competitive & Cultural<br />Organizational<br />Objectives, Policies, Procedures, <br />Structure, & Systems<br />Major Influences on Business Buying:-<br />Interpersonal<br />Authority, Status, Empathy &<br />Persuasiveness<br />Individual<br />Age, Education, Job Position, Personality &<br /> Risk Attitudes<br />Buyers<br />
  24. 24.
  25. 25. Criteria For Business Market Segmentation:-<br />
  26. 26. Models for Market Segmentation:-<br />
  27. 27. Two-stage market segmentation:-<br />
  28. 28. Macro-segmentation:-<br />
  29. 29. Two-stage market segmentation:-<br />
  30. 30. Macro-segmentation:-<br />
  31. 31. Nested Approach to segmentation:-<br />
  32. 32. What we learnt in this unit:-<br />
  33. 33. What we learnt in this unit:-<br />

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