SlideShare a Scribd company logo
CONSUMER BEHAVIOUR
Industrial Buying
Behaviour
Outlines
Introduction
Industrial Buyer
Meaning
Definition
Factors Influencing
Characteristics
Conclusions
Introduction
Industrial buying is a complex process of Decision
making and communication. It Involves several
members and considerations. Need recognition is
the first step while making a purchase
decision.Increase in economy results into
creation of demand for Industrial goods &
services,Industrial buying different from
consumer buying involves buying like machinery,
Packaging material & services such as Insurance
consultation & transportation, few buyer of
industrial goods.
Industrial Products Involves
• Raw Materials
• Fabrication parts &Material
• Installation of Machinery
• Operating Suppliers
• Equipments
PARTICIPANTS IN BUYING BEHAVIOUR
INDUSTRIAL BUYING BEHAVIOUR
Meaning:
Industrial buying behaviour refers to
the study of the motives and actions of, and
influences upon, industrial buyers while
engaged in the purchasing of goods and services
Indusrtial Buyers
Indusrtial buyer is an individual business,
government agencies are associations who
make purchase decisions regarding services, raw
materials, product components are finished
goods are called organizational buyers.
Typical Work Activities of Buyers
Factors Influencing Buying Behaviours
There are number of external and internal
factors that directly or indirectly effect
organizational buying behavoiur. Economic
factors are considered very important role in
buying. Other factors are political influncers that
are dominant. Organizational buying is also
situational and situationsplay an important role.
Most thinkers feel that these influencers can be
grouped under four major headings.
External Environmental Factors
Under this heading we have
social,political,legal,cultural,economic factors
that interact with each other, for example they
could be power shortages, credit
squeezes,political and economic changes, which
govern many of the rules regulations. The
shortage of raw meterials leads excessive tariffs
and taxes for a particular item. These affect the
buyer behaviour and the industey has to adapt
itself to these chenges.
Organizational Factors
• An organization is purposefully created and
deliberately structured to attain specific
objectives. These objectives and polices differ in
every organization. Every organization had a
climate and culture of its own. The organization is
interested in selling its products to the industries
that have a “buying center” or, a group of people
who have the authority to buy. The marketer of
industrial products thus wants to know who
constitutes this “power center”,
Interpersonal Factors
The buying center consjsts of a number of persons
who are involved in buying. It is an inter Personal
activity. Those people come from various levels of
the organization . They have different backgrounds,
different expiries, different values and
considerations. They play different roles and make
the buying more complex. In some cases this leads
to a conflict, which has to be solved, and uniformity
and harmony is made to prevail between members
involved in buying.
Individual Factors
The buying center consists of individual
factors such as, income, education, job, position
and risk taking.
Characteristics of Industrial Buying
Behaviour
• Organizational buying is a multi-persone
buying activity
• It is a formal activity which follows the
procedures laid down in a organization
• Longer time lags between efforts and results
• Rational but also emotional activity
• The uniqueness of organizations
CONSUMER BEHAVIOUR INDUSTRIAL BUYING BEHAVIOUR

More Related Content

What's hot

Marketing vs selling
Marketing vs sellingMarketing vs selling
Marketing vs selling
Pratik Dighe
 

What's hot (20)

Models of consumer behaviour
Models of consumer behaviourModels of consumer behaviour
Models of consumer behaviour
 
Buying motives
Buying motivesBuying motives
Buying motives
 
Consumer Decision Making Process
Consumer Decision Making ProcessConsumer Decision Making Process
Consumer Decision Making Process
 
Sales Organisation
Sales OrganisationSales Organisation
Sales Organisation
 
Sdm 1.1
Sdm 1.1Sdm 1.1
Sdm 1.1
 
Theories of Selling
Theories of SellingTheories of Selling
Theories of Selling
 
Sales meeting AND SALES CONTEST
Sales meeting AND SALES CONTESTSales meeting AND SALES CONTEST
Sales meeting AND SALES CONTEST
 
Personality in consumer behavior
Personality in consumer behaviorPersonality in consumer behavior
Personality in consumer behavior
 
4. consumer behaviour
4. consumer behaviour4. consumer behaviour
4. consumer behaviour
 
Marketing Management Unit 1
Marketing Management Unit 1Marketing Management Unit 1
Marketing Management Unit 1
 
Consumer behaviour unit 1
Consumer behaviour unit 1Consumer behaviour unit 1
Consumer behaviour unit 1
 
important Organizational buying behavior
 important Organizational buying behavior  important Organizational buying behavior
important Organizational buying behavior
 
Recruiting and selecting the sales force
Recruiting and selecting the sales forceRecruiting and selecting the sales force
Recruiting and selecting the sales force
 
Nature, Scope, Importance and Application of consumer behavior
Nature, Scope, Importance and  Application of consumer behaviorNature, Scope, Importance and  Application of consumer behavior
Nature, Scope, Importance and Application of consumer behavior
 
Channel design and channel management decision
Channel design and channel management decisionChannel design and channel management decision
Channel design and channel management decision
 
Product mix
Product mixProduct mix
Product mix
 
INDUSTRIAL MARKETING
INDUSTRIAL MARKETINGINDUSTRIAL MARKETING
INDUSTRIAL MARKETING
 
Industrial buyer behaviour
Industrial buyer behaviourIndustrial buyer behaviour
Industrial buyer behaviour
 
Factors influencing industrial buying (ism)
Factors influencing industrial buying (ism)Factors influencing industrial buying (ism)
Factors influencing industrial buying (ism)
 
Marketing vs selling
Marketing vs sellingMarketing vs selling
Marketing vs selling
 

Similar to CONSUMER BEHAVIOUR INDUSTRIAL BUYING BEHAVIOUR

Bus169 Kotler Chapter 06
Bus169 Kotler Chapter 06Bus169 Kotler Chapter 06
Bus169 Kotler Chapter 06
Alwyn Lau
 
Business buying behaviour
Business buying behaviourBusiness buying behaviour
Business buying behaviour
Osmawati Osman
 
Industrial Marketing (1 to 7th Lectures.pptx
Industrial Marketing (1 to 7th Lectures.pptxIndustrial Marketing (1 to 7th Lectures.pptx
Industrial Marketing (1 to 7th Lectures.pptx
AdnanHaleem
 

Similar to CONSUMER BEHAVIOUR INDUSTRIAL BUYING BEHAVIOUR (20)

Bus169 Kotler Chapter 06
Bus169 Kotler Chapter 06Bus169 Kotler Chapter 06
Bus169 Kotler Chapter 06
 
Business Marketing
Business MarketingBusiness Marketing
Business Marketing
 
Business Marketing Prespective
Business Marketing PrespectiveBusiness Marketing Prespective
Business Marketing Prespective
 
Concept of buying motives
Concept of buying motivesConcept of buying motives
Concept of buying motives
 
Industrial Marketing Management
Industrial Marketing Management  Industrial Marketing Management
Industrial Marketing Management
 
1.1. INDUSTRY AND COMPETITIVE ANALYSIS.pdf
1.1. INDUSTRY AND COMPETITIVE ANALYSIS.pdf1.1. INDUSTRY AND COMPETITIVE ANALYSIS.pdf
1.1. INDUSTRY AND COMPETITIVE ANALYSIS.pdf
 
Characteristics of bussiness buye behaviour - Gowdham
Characteristics of  bussiness buye behaviour - GowdhamCharacteristics of  bussiness buye behaviour - Gowdham
Characteristics of bussiness buye behaviour - Gowdham
 
consumer behavior
consumer behavior consumer behavior
consumer behavior
 
Nature and scope of industrial marketing
Nature and scope of industrial marketingNature and scope of industrial marketing
Nature and scope of industrial marketing
 
Chapter 1 Industry and comparative analysis.pptx
Chapter 1 Industry and comparative analysis.pptxChapter 1 Industry and comparative analysis.pptx
Chapter 1 Industry and comparative analysis.pptx
 
Industrial buying
Industrial buyingIndustrial buying
Industrial buying
 
Unit 2 Components of Marketing Mix.pptx
Unit 2 Components of Marketing Mix.pptxUnit 2 Components of Marketing Mix.pptx
Unit 2 Components of Marketing Mix.pptx
 
MARKETING MANAGEMENT BY SIR ASHNA.MGT1.pptx
MARKETING MANAGEMENT BY SIR ASHNA.MGT1.pptxMARKETING MANAGEMENT BY SIR ASHNA.MGT1.pptx
MARKETING MANAGEMENT BY SIR ASHNA.MGT1.pptx
 
Advanced Business Marketing Note.doc
Advanced Business Marketing Note.docAdvanced Business Marketing Note.doc
Advanced Business Marketing Note.doc
 
Business buying behaviour
Business buying behaviourBusiness buying behaviour
Business buying behaviour
 
Ind. Ch 3(ppt).pptx
Ind. Ch 3(ppt).pptxInd. Ch 3(ppt).pptx
Ind. Ch 3(ppt).pptx
 
Module 2 buyer's behavior
Module 2 buyer's behaviorModule 2 buyer's behavior
Module 2 buyer's behavior
 
CH 03 Consumer and organizational behavior.pptx
CH 03 Consumer and organizational behavior.pptxCH 03 Consumer and organizational behavior.pptx
CH 03 Consumer and organizational behavior.pptx
 
Business environment
Business environment Business environment
Business environment
 
Industrial Marketing (1 to 7th Lectures.pptx
Industrial Marketing (1 to 7th Lectures.pptxIndustrial Marketing (1 to 7th Lectures.pptx
Industrial Marketing (1 to 7th Lectures.pptx
 

More from Ashish Hande

More from Ashish Hande (20)

5 social ethical issues in sdm
5 social ethical issues in sdm5 social ethical issues in sdm
5 social ethical issues in sdm
 
4 wholesaling-and-retailing
4 wholesaling-and-retailing4 wholesaling-and-retailing
4 wholesaling-and-retailing
 
3 channel-information-systems
3 channel-information-systems3 channel-information-systems
3 channel-information-systems
 
2 management of channel-conflict
2 management of channel-conflict2 management of channel-conflict
2 management of channel-conflict
 
1 distribution cost analyis
1 distribution cost analyis1 distribution cost analyis
1 distribution cost analyis
 
Telemarketing ppt-1
Telemarketing ppt-1Telemarketing ppt-1
Telemarketing ppt-1
 
Sdm 4.0
Sdm 4.0Sdm 4.0
Sdm 4.0
 
Sdm 2.1
Sdm 2.1Sdm 2.1
Sdm 2.1
 
Sdm 2.0
Sdm 2.0Sdm 2.0
Sdm 2.0
 
Selling fab
Selling fabSelling fab
Selling fab
 
Personal selling
Personal sellingPersonal selling
Personal selling
 
Sdm 1.3
Sdm 1.3Sdm 1.3
Sdm 1.3
 
Sdm 1.2
Sdm 1.2Sdm 1.2
Sdm 1.2
 
Sdm 1.0
Sdm 1.0Sdm 1.0
Sdm 1.0
 
Models of cb
Models of cbModels of cb
Models of cb
 
Models of cb 1
Models of cb 1Models of cb 1
Models of cb 1
 
CONSUMER BEHAVIOUR MODELS
CONSUMER BEHAVIOUR MODELSCONSUMER BEHAVIOUR MODELS
CONSUMER BEHAVIOUR MODELS
 
MODEL OF CONSUMER BEHAVIOUR
MODEL OF CONSUMER BEHAVIOURMODEL OF CONSUMER BEHAVIOUR
MODEL OF CONSUMER BEHAVIOUR
 
DIFFUSION OF INNOVATION
DIFFUSION OF INNOVATIONDIFFUSION OF INNOVATION
DIFFUSION OF INNOVATION
 
Cb personality and life style
Cb personality and life styleCb personality and life style
Cb personality and life style
 

Recently uploaded

Industrial Training Report- AKTU Industrial Training Report
Industrial Training Report- AKTU Industrial Training ReportIndustrial Training Report- AKTU Industrial Training Report
Industrial Training Report- AKTU Industrial Training Report
Avinash Rai
 

Recently uploaded (20)

Features of Video Calls in the Discuss Module in Odoo 17
Features of Video Calls in the Discuss Module in Odoo 17Features of Video Calls in the Discuss Module in Odoo 17
Features of Video Calls in the Discuss Module in Odoo 17
 
INU_CAPSTONEDESIGN_비밀번호486_업로드용 발표자료.pdf
INU_CAPSTONEDESIGN_비밀번호486_업로드용 발표자료.pdfINU_CAPSTONEDESIGN_비밀번호486_업로드용 발표자료.pdf
INU_CAPSTONEDESIGN_비밀번호486_업로드용 발표자료.pdf
 
“O BEIJO” EM ARTE .
“O BEIJO” EM ARTE                       .“O BEIJO” EM ARTE                       .
“O BEIJO” EM ARTE .
 
The Art Pastor's Guide to Sabbath | Steve Thomason
The Art Pastor's Guide to Sabbath | Steve ThomasonThe Art Pastor's Guide to Sabbath | Steve Thomason
The Art Pastor's Guide to Sabbath | Steve Thomason
 
Dementia (Alzheimer & vasular dementia).
Dementia (Alzheimer & vasular dementia).Dementia (Alzheimer & vasular dementia).
Dementia (Alzheimer & vasular dementia).
 
Danh sách HSG Bộ môn cấp trường - Cấp THPT.pdf
Danh sách HSG Bộ môn cấp trường - Cấp THPT.pdfDanh sách HSG Bộ môn cấp trường - Cấp THPT.pdf
Danh sách HSG Bộ môn cấp trường - Cấp THPT.pdf
 
How to the fix Attribute Error in odoo 17
How to the fix Attribute Error in odoo 17How to the fix Attribute Error in odoo 17
How to the fix Attribute Error in odoo 17
 
Removal Strategy _ FEFO _ Working with Perishable Products in Odoo 17
Removal Strategy _ FEFO _ Working with Perishable Products in Odoo 17Removal Strategy _ FEFO _ Working with Perishable Products in Odoo 17
Removal Strategy _ FEFO _ Working with Perishable Products in Odoo 17
 
Advances in production technology of Grapes.pdf
Advances in production technology of Grapes.pdfAdvances in production technology of Grapes.pdf
Advances in production technology of Grapes.pdf
 
How to Break the cycle of negative Thoughts
How to Break the cycle of negative ThoughtsHow to Break the cycle of negative Thoughts
How to Break the cycle of negative Thoughts
 
....................Muslim-Law notes.pdf
....................Muslim-Law notes.pdf....................Muslim-Law notes.pdf
....................Muslim-Law notes.pdf
 
Salient features of Environment protection Act 1986.pptx
Salient features of Environment protection Act 1986.pptxSalient features of Environment protection Act 1986.pptx
Salient features of Environment protection Act 1986.pptx
 
How to Manage Notification Preferences in the Odoo 17
How to Manage Notification Preferences in the Odoo 17How to Manage Notification Preferences in the Odoo 17
How to Manage Notification Preferences in the Odoo 17
 
Industrial Training Report- AKTU Industrial Training Report
Industrial Training Report- AKTU Industrial Training ReportIndustrial Training Report- AKTU Industrial Training Report
Industrial Training Report- AKTU Industrial Training Report
 
Basic_QTL_Marker-assisted_Selection_Sourabh.ppt
Basic_QTL_Marker-assisted_Selection_Sourabh.pptBasic_QTL_Marker-assisted_Selection_Sourabh.ppt
Basic_QTL_Marker-assisted_Selection_Sourabh.ppt
 
Post Exam Fun(da) Intra UEM General Quiz 2024 - Prelims q&a.pdf
Post Exam Fun(da) Intra UEM General Quiz 2024 - Prelims q&a.pdfPost Exam Fun(da) Intra UEM General Quiz 2024 - Prelims q&a.pdf
Post Exam Fun(da) Intra UEM General Quiz 2024 - Prelims q&a.pdf
 
Matatag-Curriculum and the 21st Century Skills Presentation.pptx
Matatag-Curriculum and the 21st Century Skills Presentation.pptxMatatag-Curriculum and the 21st Century Skills Presentation.pptx
Matatag-Curriculum and the 21st Century Skills Presentation.pptx
 
50 ĐỀ LUYỆN THI IOE LỚP 9 - NĂM HỌC 2022-2023 (CÓ LINK HÌNH, FILE AUDIO VÀ ĐÁ...
50 ĐỀ LUYỆN THI IOE LỚP 9 - NĂM HỌC 2022-2023 (CÓ LINK HÌNH, FILE AUDIO VÀ ĐÁ...50 ĐỀ LUYỆN THI IOE LỚP 9 - NĂM HỌC 2022-2023 (CÓ LINK HÌNH, FILE AUDIO VÀ ĐÁ...
50 ĐỀ LUYỆN THI IOE LỚP 9 - NĂM HỌC 2022-2023 (CÓ LINK HÌNH, FILE AUDIO VÀ ĐÁ...
 
NCERT Solutions Power Sharing Class 10 Notes pdf
NCERT Solutions Power Sharing Class 10 Notes pdfNCERT Solutions Power Sharing Class 10 Notes pdf
NCERT Solutions Power Sharing Class 10 Notes pdf
 
Championnat de France de Tennis de table/
Championnat de France de Tennis de table/Championnat de France de Tennis de table/
Championnat de France de Tennis de table/
 

CONSUMER BEHAVIOUR INDUSTRIAL BUYING BEHAVIOUR

  • 3. Introduction Industrial buying is a complex process of Decision making and communication. It Involves several members and considerations. Need recognition is the first step while making a purchase decision.Increase in economy results into creation of demand for Industrial goods & services,Industrial buying different from consumer buying involves buying like machinery, Packaging material & services such as Insurance consultation & transportation, few buyer of industrial goods.
  • 4. Industrial Products Involves • Raw Materials • Fabrication parts &Material • Installation of Machinery • Operating Suppliers • Equipments
  • 6. INDUSTRIAL BUYING BEHAVIOUR Meaning: Industrial buying behaviour refers to the study of the motives and actions of, and influences upon, industrial buyers while engaged in the purchasing of goods and services
  • 7. Indusrtial Buyers Indusrtial buyer is an individual business, government agencies are associations who make purchase decisions regarding services, raw materials, product components are finished goods are called organizational buyers.
  • 9. Factors Influencing Buying Behaviours There are number of external and internal factors that directly or indirectly effect organizational buying behavoiur. Economic factors are considered very important role in buying. Other factors are political influncers that are dominant. Organizational buying is also situational and situationsplay an important role. Most thinkers feel that these influencers can be grouped under four major headings.
  • 10. External Environmental Factors Under this heading we have social,political,legal,cultural,economic factors that interact with each other, for example they could be power shortages, credit squeezes,political and economic changes, which govern many of the rules regulations. The shortage of raw meterials leads excessive tariffs and taxes for a particular item. These affect the buyer behaviour and the industey has to adapt itself to these chenges.
  • 11. Organizational Factors • An organization is purposefully created and deliberately structured to attain specific objectives. These objectives and polices differ in every organization. Every organization had a climate and culture of its own. The organization is interested in selling its products to the industries that have a “buying center” or, a group of people who have the authority to buy. The marketer of industrial products thus wants to know who constitutes this “power center”,
  • 12. Interpersonal Factors The buying center consjsts of a number of persons who are involved in buying. It is an inter Personal activity. Those people come from various levels of the organization . They have different backgrounds, different expiries, different values and considerations. They play different roles and make the buying more complex. In some cases this leads to a conflict, which has to be solved, and uniformity and harmony is made to prevail between members involved in buying.
  • 13. Individual Factors The buying center consists of individual factors such as, income, education, job, position and risk taking.
  • 14. Characteristics of Industrial Buying Behaviour • Organizational buying is a multi-persone buying activity • It is a formal activity which follows the procedures laid down in a organization • Longer time lags between efforts and results • Rational but also emotional activity • The uniqueness of organizations