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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Consumer behaviour
"Consumer behaviour may be defined as the behaviour that consumers display in searching for, purchasing, evaluating and disposing of produces, services and ideas which they expect will satisfy their needs."
14. motivating the sales force
This document discusses motivating sales forces at different career stages. It covers motivational theories like Maslow's hierarchy of needs and Herzberg's two-factor theory. The document also discusses how motivation impacts sales force productivity and the different factors that influence it. It analyzes motivating different personality types within the sales force. Finally, it examines motivating salespeople at different career stages from exploration to disengagement and the challenges associated with each stage.
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The document discusses consumer buying behavior and the factors that influence purchase decisions. It describes the consumer buying decision process as having 5 stages: need recognition, information search, evaluation of alternatives, purchase decision, and post-purchase behavior. It then lists and explains the cultural, social, personal, and psychological factors that affect consumer decisions at each stage of the process. Finally, it outlines 4 types of buying behavior: complex, dissonance, habitual, and variety-seeking.
consumer buying behaviour
Consumer buying behavior refers to the decision processes and acts of individuals and households who purchase products and services for personal use. The stages of consumer buying behavior include problem recognition, information search, evaluation of alternatives, purchase decision, purchase, and post-purchase evaluation. Consumer buying behavior theory seeks to understand these stages and how consumers make purchase decisions based on their needs, search for information, criteria for evaluating options, and satisfaction after the purchase.
Influence of culture on consumer behavior by jayshah316
The role culture plays in building a sound brand strategy is more important than ever. Think beyond demo and psychographic insights. While those elements still play an important role, savvy brand builders are layering in the measurable impact consumer’s culture has on what brands they support.
Consumer buying decision process
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The document discusses consumer decision making and relationship marketing. It covers levels of consumer decision making from extensive problem solving to routinized response behavior. It also discusses four models of consumer decision making: economic, passive, cognitive, and emotional views. Finally, it discusses relationship marketing, which aims to create strong relationships between customers and businesses.
Distribution channel-decisions ppt
Distribution channels are an important part of the supply chain that focuses on making products available to customers. Channel decisions can significantly impact what consumers pay, with distribution costs sometimes accounting for over 60% of the retail price. While more efficient channels like supermarkets have lower margins, distribution still makes up around 30% of the consumer price. Producers have various channel options to sell directly to consumers or through retailers, agents, wholesalers or a hybrid system. The objectives are to make the right products available to customers at the right time and place cost effectively while meeting service requirements.
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DEFINING MARKETING FOR THE 21st CENTURY
WHAT IS MARKETED?
DEMAND STATES
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Company orientation
Towards marketplace
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Holistic Marketing Concept
Understand four Ps (Marketing Mix)
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This document discusses retail marketing communication. It begins by defining retail communication as programs conducted by retailers to inform customers about products, services, and stores. The main goals are to increase the customer base and sales volume. Communication also helps build the store image. Key functions of retail communication include providing information, persuading customers, and reminding them about offerings. Common communication methods are advertising, sales promotions, store atmosphere, websites, salespeople, email, direct mail, and word-of-mouth. Developing an effective communication plan involves establishing objectives, determining the budget, allocating the budget, and implementing and evaluating the programs.
Industrial buying-behavior
This document discusses dynamics of industrial buying behavior. It compares consumer and industrial buying processes, noting industrial buying is more complicated with multiple phases and decision makers involved. The main types of industrial buying situations are described as straight rebuy, modified rebuy, and new tasks. Stages of industrial procurement decision making are outlined as preliminary application, tender proposal, negotiation, order processing, and warranty/services. Roles in industrial buying centers, including buyer, user, influencer, gatekeeper, and decider are also summarized.
Industrial buying
The document discusses industrial buying behavior and processes. It begins by explaining how industrial buying differs from consumer buying in that it involves the purchase of machinery, materials, and services for organizational use rather than direct consumption. Industrial buying is a complex process that typically involves multiple participants in the buying center, including initiators, users, influencers, and gatekeepers. There are three main types of industrial buying situations: straight rebuy, modified rebuy, and new tasks. The buying process generally involves recognizing needs, specifying requirements, searching for suppliers, analyzing proposals, selecting suppliers, and post-purchase evaluation. Decision making power is shared among a decision-making unit (DMU) comprising various roles within the organization. Key factors that influence
Management of a Retail brand
1. Brand management includes analyzing how a brand is positioned in retail and maintaining its reputation.
2. Brand equity represents the added value provided to a product from past marketing investments. It links past brand performance to future brand actions.
3. Successful retail branding ensures stable long-term demand, better margins, product differentiation, trust in fulfillment of expectations, and protection from competition.
Analyzing Business Market
This document summarizes key aspects of business-to-business marketing and the organizational buying process. It defines business markets and how they differ from consumer markets. It describes the different participants in the organizational buying center and the stages in the buying process. Finally, it discusses strategies for building strong relationships with business customers, including managing risks and opportunities, and approaches for marketing to institutional and government buyers.
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The document summarizes an assignment on organizational buying behavior. It discusses key differences between organizational and consumer buying processes, including more extensive analysis and formal decision making in organizations. It also outlines three types of organizational buying situations - new task, modified rebuy, and straight rebuy - and evaluates influences on organizational buyers like environmental, organizational, interpersonal, and individual factors. Finally, it explains the eight steps in organizational decision making: problem recognition, need description, specification, supplier search, proposal solicitation, supplier selection, order specification, and performance review.
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Buying situations and b2b breif
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under Mr, Sameer Mathur, IIM Lucknow.
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Change in buying situations
There are three main types of buying situations:
Straight rebuy occurs for routine, repetitive orders where the buyer routinely orders from an approved list of existing suppliers with whom they are satisfied. Modified rebuy takes place when the buyer wants to modify aspects of an existing purchase such as specifications, price, or terms. New buy is when a buyer is purchasing a product or service for the first time, which involves higher perceived risk, more participants in the buying process, and greater information collection about alternatives.
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The document discusses business markets and business buying behavior. It provides an outline of topics covered which include business markets, business buyer behavior, the business buying process, e-procurement, and institutional and government markets. It then proceeds to define key terms and concepts, describe the major types of business buying situations and participants in the buying process, and outlines the typical stages involved in the business buying process.
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Assist in evaluation
Provide post purchase feedback
Decider: - Approve the purchase
Final decision maker
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User: - Provide product specifications
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Provide budget & policy guidelines
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The document discusses the nature of industrial buying and organizational purchasing processes. It describes the typical stages in an organizational buying process including problem recognition, specifications, supplier search, proposal analysis, selection, and performance review. It also outlines three common buying situations: new tasks, modified rebuys, and straight rebuys. New tasks involve the most information gathering and problem solving while straight rebuys require little new information. The document also discusses forces that influence organizational buying behavior like the economy, technology, and goals/strategies of the purchasing organization.
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This document discusses the organizational buying process and the factors that influence it. It describes the typical stages in the buying process, including problem recognition, defining needs, specifying products, searching for suppliers, acquiring proposals, selecting suppliers, establishing order routines, and performance reviews. It also discusses the three main types of buying situations: new tasks, straight rebuys, and modified rebuys. Additionally, it outlines the environmental, organizational, group, and individual forces that shape organizational buying behavior and how marketers can understand and influence the process.
Session 10 MG 220 BBA - 8 Sep 10
This document discusses the five stages of the business buying process:
1) Problem recognition where a business recognizes an issue that needs addressing.
2) Information search where the business gathers information from various sources to learn more about solutions.
3) Evaluation of alternatives where the business evaluates different product options.
4) Purchase decision where the business decides on specific details of the purchase like brand, retailer, and payment.
5) Post-purchase behavior which influences future customer engagement through satisfaction or dissatisfaction.
Session 9 mg 220 mba - 20 sep 10
This document discusses the buying decision process for organizational/business purchases. It outlines a 5-stage model: 1) problem recognition, 2) information search, 3) evaluation of alternatives, 4) purchase decision, and 5) post-purchase behavior. It also discusses key participants in the business buying process like the buying center. Different types of business customers and solutions selling are also covered. Finally, it reviews typical stages in the buying process for business purchases.
Ch03
1. The document discusses the organizational buying process which involves 7 steps from problem recognition to performance review.
2. It describes 3 types of buying situations: new task, modified rebuy, and straight rebuy which differ in the level of information needed and problem solving approach.
3. Multiple forces influence organizational buying behavior including environmental, organizational, group, and individual factors.
B2B MARKETING 1.pptx
The document discusses various aspects of business-to-business (B2B) marketing such as:
1) B2B marketing involves marketing products and services to other businesses rather than directly to consumers. The purpose is to make other companies familiar with the brand and convert them into customers.
2) There are key differences between B2B and business-to-consumer (B2C) marketing like the target audience, communication style, decision-making process, and goals of customers.
3) Organizational buying behavior is complex and involves multiple individuals and stages like need recognition, supplier selection, and performance review. Models like the buygrid framework and Webster and Wind model provide structure to understand this process
unit-5.pptx
Business markets differ from consumer markets in several key ways. Business buying involves more participants in complex decision-making processes. The business buying process consists of multiple stages from problem recognition to performance review. Key factors that influence business buyer behavior include economic, personal, environmental, organizational, and interpersonal influences. Business purchases are also increasingly conducted online through e-procurement systems.
consumer behavior
The document discusses organizational buying behavior in business markets. It defines organizational buying as the process by which organizations identify needs, evaluate alternatives, and choose products and suppliers. There are key differences between business and consumer markets such as business markets having fewer but larger buyers who prefer close relationships with suppliers. The buying process involves multiple individuals and stages from recognizing needs to evaluating performance. Business marketers must understand these dynamics to effectively target their efforts.
Business Market
Business markets involve the sale of goods and services to other businesses rather than individual consumers. Business buyers face different situations like straight rebuys, modified rebuys, or new tasks. Multiple people are involved in organizational buying decisions, including users, buyers, influencers, deciders, and gatekeepers. The business buying process involves stages like problem recognition, information search, evaluation of alternatives, purchase decision, and post-purchase behavior. Factors like product characteristics, price, supplier service, and relationships influence business buyer decisions.
What buying situations do organizational buyers face
Organizational buyers face different purchase situations depending on complexity, requirements, number of people involved, and time. There are three main buying situations: straight rebuy which is routine reordering from an approved supplier list; modified rebuy where buyers want to change specifications or terms; and new task which involves purchasing a new product or service for the first time and passing through awareness, interest, evaluation, trial, and adoption stages with different information sources most useful at each stage.
Business Market and Business Buyer Behavior - Philip Kotler & Gary Armstrong ...
Business Market and Business Buyer Behavior - Powerpoint presentation,presented by Group C,Department of Finance and Banking-Faculty of Business Studies,University of Barisal.
Thank You for visiting.
B2 B Bitm
The document discusses business-to-business (B2B) markets. It defines B2B as transactions between businesses where both the buyer and seller are business entities. It describes the nature of demand in B2B markets as derived, joint, and inelastic. It outlines the characteristics of B2B buyer-seller relationships and the multi-stage purchase decision process used by businesses. It also discusses the sizes and types of businesses that are active in B2B markets.
Marketing management.pptx hahcdhsauqsjdwjd
This document discusses organizational buying and the business buying process. It defines organizational buying as the process by which formal organizations identify, evaluate, and choose products and services. There are differences between business and consumer markets - business markets involve transactions between businesses while consumer markets involve direct sales to individuals. The business buying process involves multiple participants and typically includes problem recognition, defining needs, searching for suppliers, soliciting proposals, selecting suppliers, ordering, and reviewing performance. Key participants in the buying center include initiators, users, influencers, deciders, approvers, buyers, and gatekeepers.
chapter 6 of marketing
This document discusses business markets, types of business buying situations, and the business buying process. It covers the following key points:
1. Business markets have fewer, larger buyers that are geographically concentrated with inelastic, fluctuating demand derived from another industry. Decision making is more complex and formalized with close, long-term buyer-seller relationships.
2. The major types of business buying situations are straight rebuy, modified rebuy, and new task.
3. The business buying process includes problem recognition, need description, product specification, supplier search, proposal solicitation, supplier selection, order routine specification, and performance review.
Analyzing Business Market
This document provides an overview of analyzing business markets. It discusses key concepts like organizational buying, business vs consumer markets, participants in the business buying process, stages of the buying process, developing effective business-to-business marketing programs, and managing business-to-business relationships. The document outlines these topics and provides definitions and examples to explain important business marketing concepts like the buying center, supplier search methods, relationship management approaches, and characteristics of institutional and government markets.
Buying behavior of custmer@ bec doms
1. The document discusses business and organizational customers and their buying behaviors, focusing on different types of organizational buyers like manufacturers, retailers, wholesalers, and governments.
2. It explains the organizational buying process, which can involve new-task, modified rebuy, or straight rebuy purchases. Multiple influencers are often involved in business purchase decisions as part of a buying center.
3. The document outlines basic organizational buying methods like inspection, description, negotiated contracts, and sampling. It also discusses different types of buyer-seller relationships and important terms related to organizational purchasing.
Industrial marketing
Small changes in consumer demand can impact industrial supply needs. Demand for industrial goods is often derived from demand for other related goods. For example, demand for wood pulp is derived from demand for paper.
Industrial buying involves multiple people in the decision making process compared to consumer buying. Many factors influence industrial purchases, including price, quality, delivery, and services. The purchasing process typically involves understanding needs, specifying requirements, evaluating suppliers, selecting a supplier, and providing feedback.
Effective industrial marketing relies on ongoing market research to understand customers, competitors, and the business environment. Marketing research involves defining objectives, designing the research, collecting and analyzing data, and reporting findings to support decision making. New product development must satisfy customer
Business to Business Marketing
This document provides an overview of business-to-business (B2B) marketing. It discusses key topics such as organizational buying behavior, relationship management, segmenting the B2B market, and managing products, services, price, channels, and communications for B2B. It also covers case studies and the differences between industrial and consumer marketing. The document is intended as an introduction and outline for the subject of B2B marketing.
Kotler_MM_07_ippt.pptx
This document outlines the organizational buying process, which includes 7 stages: 1) problem recognition, 2) describing needs and specifying products, 3) supplier search, 4) soliciting proposals, 5) supplier selection, 6) ordering and specifying contracts, and 7) performance review. It discusses the differences between business and consumer markets, as well as the various participants in the business buying center such as initiators, users, influencers, deciders, approvers, buyers, and gatekeepers. The purchasing process and each stage is then described in more detail.
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What buying situations do organizational buyers face
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Business Buying Behavior
- 1. Business Buying Behavior Sonam Mhajan Mahendra Yadav Milan Bir Devendra Singh
- 2. What will we learn in this unit:-
- 3. What will we learn in this unit:-
- 5. Characteristics of Business Markets Market Structure and Demand Nature of the Buying Unit Types of Decisions & the Decision Process
- 10. Participants in the Business BuyingProcess: The Buying Center Users Gatekeepers Buying Center Deciders Influencers Buyers
- 12. Buying Motives Of Business Buyers
- 13. Buying Motives Of Business Buyers
- 15. modifications.
- 17. prices, terms, or suppliers.
- 19. first time.
- 21. Problem Recognition Stages in the BusinessBuying Process:- General Need Description Product Specification Supplier Search Proposal Solicitation Supplier Selection Order Routine Specification Performance Review
- 22. Types Of Business Buying:-
- 23. Environmental Economic, Technological, Political, Competitive & Cultural Organizational Objectives, Policies, Procedures, Structure, & Systems Major Influences on Business Buying:- Interpersonal Authority, Status, Empathy & Persuasiveness Individual Age, Education, Job Position, Personality & Risk Attitudes Buyers
- 25. Criteria For Business Market Segmentation:-
- 26. Models for Market Segmentation:-
- 31. Nested Approach to segmentation:-
- 32. What we learnt in this unit:-
- 33. What we learnt in this unit:-