This document provides an overview of organizational buying objectives and processes. It discusses the key objectives of organizational buying as delivery/availability, product quality, lowest price, services, and supplier relationships. It then describes the 8 phases of the organizational buying decision making process: recognition of need, determining specifications, supplier search/qualification, proposal analysis, evaluation/selection, order routine selection, and performance feedback. Finally, it discusses factors that influence organizational buying behavior like purchasing models, interpersonal dynamics within buying centers, and psychological factors affecting individual decision makers.