The document discusses organizational buying behavior and consumer buying behavior. Organizational buying behavior is the process by which organizations identify, evaluate and select products and services to purchase. It is a complex group process that involves problem recognition, need description, product specification, supplier search, proposal solicitation, supplier selection and order specification. Consumer buying behavior refers to the purchase decisions and actions of ultimate consumers. It involves information search, evaluation of alternatives, purchase decision, and post-purchase evaluation. There are different types of consumer buying including routine response, limited decision making, extensive decision making, and impulse buying.

1. Organisational
Buying Behaviour
&
Consumer
Buying BehaviourBy:
Eshant Sharma
PGCM-4 1410

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. Characteristics of Organisational Buying
Individual
Complex
dimensions
GroupingTime
Quantitative
criteria

4. Stages in Organisational Buying
Problem
Recognition
Need
Description
Product
Specification
Supplier
Search
Proposal
Solidification
Supplier
Selection
Order
Specification
Performance
Review

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. Stages of Consumer Buying
Information Search
Evaluation
Of
Alternatives
Purchase DecisionPurchase
Post Purchase
Problem
Recognition

7. Types of Consumer Buying
Routine Response
Limited Decision
Making
Extensive
Decision Making
Impulse Buying

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

9. Than
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