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 - Pricing
Marketing - PricingMarketing - Pricing
Marketing - Pricing
tutor2u
 
INDUSTRIAL MARKETING
INDUSTRIAL MARKETINGINDUSTRIAL MARKETING
INDUSTRIAL MARKETING
ANAND MURALI
 
DEFINING THE MARKETING RESEARCH PROBLEM AND DEVELOPING AN APPROACH
DEFINING THE MARKETING RESEARCH PROBLEM AND DEVELOPING AN APPROACHDEFINING THE MARKETING RESEARCH PROBLEM AND DEVELOPING AN APPROACH
DEFINING THE MARKETING RESEARCH PROBLEM AND DEVELOPING AN APPROACH
Shashank Kapoor
 
Consumer Decision Making Process
Consumer Decision Making ProcessConsumer Decision Making Process
Consumer Decision Making Process
unnati shah
 
Industrial buying decision process
Industrial buying decision processIndustrial buying decision process
Industrial buying decision process
Dr. Chandra Shekhar Singh
 
Consumer buying behaviour
Consumer buying behaviourConsumer buying behaviour
Consumer buying behaviour
Shashi Shekhar
 
NATURE AND SCOPE OF MARKETING
NATURE AND SCOPE OF MARKETINGNATURE AND SCOPE OF MARKETING
NATURE AND SCOPE OF MARKETING
Saumya Kumar
 
Brand Equity
Brand EquityBrand Equity
Brand Equity
Sj -
 
product decisions
product decisionsproduct decisions
product decisions
Franchezka Pegollo
 
Product mix
Product mixProduct mix
Product mix
ANUJ YADAV
 
Consumer behavior-Group Dynamics,Reference group & opinion leadership
Consumer behavior-Group Dynamics,Reference group & opinion leadershipConsumer behavior-Group Dynamics,Reference group & opinion leadership
Consumer behavior-Group Dynamics,Reference group & opinion leadership
Manish Sonkar
 
Vertical and horizontal marketing
Vertical and horizontal marketingVertical and horizontal marketing
Vertical and horizontal marketing
Deepak Kumar
 
Factors influencing industrial buying (ism)
Factors influencing industrial buying (ism)Factors influencing industrial buying (ism)
Factors influencing industrial buying (ism)
Dr. Chandra Shekhar Singh
 
Marketing research
Marketing researchMarketing research
Marketing research
Arian Hadi
 
Market Segmentation and Targeting
Market Segmentation and Targeting Market Segmentation and Targeting
Nicosia model of consumer behaviour
Nicosia model of consumer behaviourNicosia model of consumer behaviour
Nicosia model of consumer behaviour
Anju Mariyams
 
Consumer Behaviour -Family, social class & life cycle
Consumer Behaviour -Family, social class & life cycleConsumer Behaviour -Family, social class & life cycle
Consumer Behaviour -Family, social class & life cycle
rainbowlink
 
STP: segmentation, targeting and positioning
STP: segmentation, targeting and positioningSTP: segmentation, targeting and positioning
STP: segmentation, targeting and positioning
savi maha
 
Product decision
Product decisionProduct decision
Product decision
deepu2000
 
Industrial buying
Industrial buyingIndustrial buying
Industrial buying
Vaibhavi Dalvi
 

What's hot (20)

Marketing - Pricing
Marketing - PricingMarketing - Pricing
Marketing - Pricing
 
INDUSTRIAL MARKETING
INDUSTRIAL MARKETINGINDUSTRIAL MARKETING
INDUSTRIAL MARKETING
 
DEFINING THE MARKETING RESEARCH PROBLEM AND DEVELOPING AN APPROACH
DEFINING THE MARKETING RESEARCH PROBLEM AND DEVELOPING AN APPROACHDEFINING THE MARKETING RESEARCH PROBLEM AND DEVELOPING AN APPROACH
DEFINING THE MARKETING RESEARCH PROBLEM AND DEVELOPING AN APPROACH
 
Consumer Decision Making Process
Consumer Decision Making ProcessConsumer Decision Making Process
Consumer Decision Making Process
 
Industrial buying decision process
Industrial buying decision processIndustrial buying decision process
Industrial buying decision process
 
Consumer buying behaviour
Consumer buying behaviourConsumer buying behaviour
Consumer buying behaviour
 
NATURE AND SCOPE OF MARKETING
NATURE AND SCOPE OF MARKETINGNATURE AND SCOPE OF MARKETING
NATURE AND SCOPE OF MARKETING
 
Brand Equity
Brand EquityBrand Equity
Brand Equity
 
product decisions
product decisionsproduct decisions
product decisions
 
Product mix
Product mixProduct mix
Product mix
 
Consumer behavior-Group Dynamics,Reference group & opinion leadership
Consumer behavior-Group Dynamics,Reference group & opinion leadershipConsumer behavior-Group Dynamics,Reference group & opinion leadership
Consumer behavior-Group Dynamics,Reference group & opinion leadership
 
Vertical and horizontal marketing
Vertical and horizontal marketingVertical and horizontal marketing
Vertical and horizontal marketing
 
Factors influencing industrial buying (ism)
Factors influencing industrial buying (ism)Factors influencing industrial buying (ism)
Factors influencing industrial buying (ism)
 
Marketing research
Marketing researchMarketing research
Marketing research
 
Market Segmentation and Targeting
Market Segmentation and Targeting Market Segmentation and Targeting
Market Segmentation and Targeting
 
Nicosia model of consumer behaviour
Nicosia model of consumer behaviourNicosia model of consumer behaviour
Nicosia model of consumer behaviour
 
Consumer Behaviour -Family, social class & life cycle
Consumer Behaviour -Family, social class & life cycleConsumer Behaviour -Family, social class & life cycle
Consumer Behaviour -Family, social class & life cycle
 
STP: segmentation, targeting and positioning
STP: segmentation, targeting and positioningSTP: segmentation, targeting and positioning
STP: segmentation, targeting and positioning
 
Product decision
Product decisionProduct decision
Product decision
 
Industrial buying
Industrial buyingIndustrial buying
Industrial buying
 

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 Marketing Prespective
Business Marketing PrespectiveBusiness Marketing Prespective
Business Marketing Prespective
Nikhil Valiya Valappil
 
Business Marketing
Business MarketingBusiness Marketing
Business Marketing
Nikhil Valiya Valappil
 
Concept of buying motives
Concept of buying motivesConcept of buying motives
Concept of buying motives
Dr. Chandra Shekhar Singh
 
Industrial Marketing Management
Industrial Marketing Management  Industrial Marketing Management
Industrial Marketing Management
DilupaPathirana1
 
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
BALASUNDARESAN M
 
Characteristics of bussiness buye behaviour - Gowdham
Characteristics of  bussiness buye behaviour - GowdhamCharacteristics of  bussiness buye behaviour - Gowdham
Characteristics of bussiness buye behaviour - Gowdham
Gowdham P
 
important Organizational buying behavior
 important Organizational buying behavior  important Organizational buying behavior
important Organizational buying behavior
aarati jadhav
 
consumer behavior
consumer behavior consumer behavior
consumer behavior
Nishant Pahad
 
Nature and scope of industrial marketing
Nature and scope of industrial marketingNature and scope of industrial marketing
Nature and scope of industrial marketing
Dr. Chandra Shekhar Singh
 
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
RoshanKumarDubey2
 
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
HemRajGurung1
 
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
BilalAdib
 
Advanced Business Marketing Note.doc
Advanced Business Marketing Note.docAdvanced Business Marketing Note.doc
Advanced Business Marketing Note.doc
natnaelaklilu
 
Business buying behaviour
Business buying behaviourBusiness buying behaviour
Business buying behaviour
Osmawati Osman
 
Ind. Ch 3(ppt).pptx
Ind. Ch 3(ppt).pptxInd. Ch 3(ppt).pptx
Ind. Ch 3(ppt).pptx
BereketDesalegn5
 
Module 2 buyer's behavior
Module 2 buyer's behaviorModule 2 buyer's behavior
Module 2 buyer's behavior
shibasunar
 
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
MehediHasan348469
 
Business environment
Business environment Business environment
Business environment
kulbirsingh100
 
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 Prespective
Business Marketing PrespectiveBusiness Marketing Prespective
Business Marketing Prespective
 
Business Marketing
Business MarketingBusiness Marketing
Business Marketing
 
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
 
important Organizational buying behavior
 important Organizational buying behavior  important Organizational buying behavior
important Organizational buying behavior
 
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
 
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

5 social ethical issues in sdm
5 social ethical issues in sdm5 social ethical issues in sdm
5 social ethical issues in sdm
Ashish Hande
 
4 wholesaling-and-retailing
4 wholesaling-and-retailing4 wholesaling-and-retailing
4 wholesaling-and-retailing
Ashish Hande
 
3 channel-information-systems
3 channel-information-systems3 channel-information-systems
3 channel-information-systems
Ashish Hande
 
2 management of channel-conflict
2 management of channel-conflict2 management of channel-conflict
2 management of channel-conflict
Ashish Hande
 
1 distribution cost analyis
1 distribution cost analyis1 distribution cost analyis
1 distribution cost analyis
Ashish Hande
 
Telemarketing ppt-1
Telemarketing ppt-1Telemarketing ppt-1
Telemarketing ppt-1
Ashish Hande
 
Sdm 4.0
Sdm 4.0Sdm 4.0
Sdm 4.0
Ashish Hande
 
Sdm 2.1
Sdm 2.1Sdm 2.1
Sdm 2.1
Ashish Hande
 
Sdm 2.0
Sdm 2.0Sdm 2.0
Sdm 2.0
Ashish Hande
 
Selling fab
Selling fabSelling fab
Selling fab
Ashish Hande
 
Personal selling
Personal sellingPersonal selling
Personal selling
Ashish Hande
 
Sdm 1.3
Sdm 1.3Sdm 1.3
Sdm 1.3
Ashish Hande
 
Sdm 1.2
Sdm 1.2Sdm 1.2
Sdm 1.2
Ashish Hande
 
Sdm 1.0
Sdm 1.0Sdm 1.0
Sdm 1.0
Ashish Hande
 
Sdm 1.1
Sdm 1.1Sdm 1.1
Sdm 1.1
Ashish Hande
 
Models of cb
Models of cbModels of cb
Models of cb
Ashish Hande
 
Models of cb 1
Models of cb 1Models of cb 1
Models of cb 1
Ashish Hande
 
CONSUMER BEHAVIOUR MODELS
CONSUMER BEHAVIOUR MODELSCONSUMER BEHAVIOUR MODELS
CONSUMER BEHAVIOUR MODELS
Ashish Hande
 
MODEL OF CONSUMER BEHAVIOUR
MODEL OF CONSUMER BEHAVIOURMODEL OF CONSUMER BEHAVIOUR
MODEL OF CONSUMER BEHAVIOUR
Ashish Hande
 
DIFFUSION OF INNOVATION
DIFFUSION OF INNOVATIONDIFFUSION OF INNOVATION
DIFFUSION OF INNOVATION
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
 
Sdm 1.1
Sdm 1.1Sdm 1.1
Sdm 1.1
 
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
 

Recently uploaded

Chapter wise All Notes of First year Basic Civil Engineering.pptx
Chapter wise All Notes of First year Basic Civil Engineering.pptxChapter wise All Notes of First year Basic Civil Engineering.pptx
Chapter wise All Notes of First year Basic Civil Engineering.pptx
Denish Jangid
 
How to deliver Powerpoint Presentations.pptx
How to deliver Powerpoint  Presentations.pptxHow to deliver Powerpoint  Presentations.pptx
How to deliver Powerpoint Presentations.pptx
HajraNaeem15
 
Wound healing PPT
Wound healing PPTWound healing PPT
Wound healing PPT
Jyoti Chand
 
RHEOLOGY Physical pharmaceutics-II notes for B.pharm 4th sem students
RHEOLOGY Physical pharmaceutics-II notes for B.pharm 4th sem studentsRHEOLOGY Physical pharmaceutics-II notes for B.pharm 4th sem students
RHEOLOGY Physical pharmaceutics-II notes for B.pharm 4th sem students
Himanshu Rai
 
MDP on air pollution of class 8 year 2024-2025
MDP on air pollution of class 8 year 2024-2025MDP on air pollution of class 8 year 2024-2025
MDP on air pollution of class 8 year 2024-2025
khuleseema60
 
Mule event processing models | MuleSoft Mysore Meetup #47
Mule event processing models | MuleSoft Mysore Meetup #47Mule event processing models | MuleSoft Mysore Meetup #47
Mule event processing models | MuleSoft Mysore Meetup #47
MysoreMuleSoftMeetup
 
How Barcodes Can Be Leveraged Within Odoo 17
How Barcodes Can Be Leveraged Within Odoo 17How Barcodes Can Be Leveraged Within Odoo 17
How Barcodes Can Be Leveraged Within Odoo 17
Celine George
 
NEWSPAPERS - QUESTION 1 - REVISION POWERPOINT.pptx
NEWSPAPERS - QUESTION 1 - REVISION POWERPOINT.pptxNEWSPAPERS - QUESTION 1 - REVISION POWERPOINT.pptx
NEWSPAPERS - QUESTION 1 - REVISION POWERPOINT.pptx
iammrhaywood
 
How to Predict Vendor Bill Product in Odoo 17
How to Predict Vendor Bill Product in Odoo 17How to Predict Vendor Bill Product in Odoo 17
How to Predict Vendor Bill Product in Odoo 17
Celine George
 
Haunted Houses by H W Longfellow for class 10
Haunted Houses by H W Longfellow for class 10Haunted Houses by H W Longfellow for class 10
Haunted Houses by H W Longfellow for class 10
nitinpv4ai
 
Jemison, MacLaughlin, and Majumder "Broadening Pathways for Editors and Authors"
Jemison, MacLaughlin, and Majumder "Broadening Pathways for Editors and Authors"Jemison, MacLaughlin, and Majumder "Broadening Pathways for Editors and Authors"
Jemison, MacLaughlin, and Majumder "Broadening Pathways for Editors and Authors"
National Information Standards Organization (NISO)
 
Lifelines of National Economy chapter for Class 10 STUDY MATERIAL PDF
Lifelines of National Economy chapter for Class 10 STUDY MATERIAL PDFLifelines of National Economy chapter for Class 10 STUDY MATERIAL PDF
Lifelines of National Economy chapter for Class 10 STUDY MATERIAL PDF
Vivekanand Anglo Vedic Academy
 
math operations ued in python and all used
math operations ued in python and all usedmath operations ued in python and all used
math operations ued in python and all used
ssuser13ffe4
 
BIOLOGY NATIONAL EXAMINATION COUNCIL (NECO) 2024 PRACTICAL MANUAL.pptx
BIOLOGY NATIONAL EXAMINATION COUNCIL (NECO) 2024 PRACTICAL MANUAL.pptxBIOLOGY NATIONAL EXAMINATION COUNCIL (NECO) 2024 PRACTICAL MANUAL.pptx
BIOLOGY NATIONAL EXAMINATION COUNCIL (NECO) 2024 PRACTICAL MANUAL.pptx
RidwanHassanYusuf
 
Level 3 NCEA - NZ: A Nation In the Making 1872 - 1900 SML.ppt
Level 3 NCEA - NZ: A  Nation In the Making 1872 - 1900 SML.pptLevel 3 NCEA - NZ: A  Nation In the Making 1872 - 1900 SML.ppt
Level 3 NCEA - NZ: A Nation In the Making 1872 - 1900 SML.ppt
Henry Hollis
 
REASIGNACION 2024 UGEL CHUPACA 2024 UGEL CHUPACA.pdf
REASIGNACION 2024 UGEL CHUPACA 2024 UGEL CHUPACA.pdfREASIGNACION 2024 UGEL CHUPACA 2024 UGEL CHUPACA.pdf
REASIGNACION 2024 UGEL CHUPACA 2024 UGEL CHUPACA.pdf
giancarloi8888
 
Juneteenth Freedom Day 2024 David Douglas School District
Juneteenth Freedom Day 2024 David Douglas School DistrictJuneteenth Freedom Day 2024 David Douglas School District
Juneteenth Freedom Day 2024 David Douglas School District
David Douglas School District
 
How to Setup Warehouse & Location in Odoo 17 Inventory
How to Setup Warehouse & Location in Odoo 17 InventoryHow to Setup Warehouse & Location in Odoo 17 Inventory
How to Setup Warehouse & Location in Odoo 17 Inventory
Celine George
 
BBR 2024 Summer Sessions Interview Training
BBR  2024 Summer Sessions Interview TrainingBBR  2024 Summer Sessions Interview Training
BBR 2024 Summer Sessions Interview Training
Katrina Pritchard
 
ISO/IEC 27001, ISO/IEC 42001, and GDPR: Best Practices for Implementation and...
ISO/IEC 27001, ISO/IEC 42001, and GDPR: Best Practices for Implementation and...ISO/IEC 27001, ISO/IEC 42001, and GDPR: Best Practices for Implementation and...
ISO/IEC 27001, ISO/IEC 42001, and GDPR: Best Practices for Implementation and...
PECB
 

Recently uploaded (20)

Chapter wise All Notes of First year Basic Civil Engineering.pptx
Chapter wise All Notes of First year Basic Civil Engineering.pptxChapter wise All Notes of First year Basic Civil Engineering.pptx
Chapter wise All Notes of First year Basic Civil Engineering.pptx
 
How to deliver Powerpoint Presentations.pptx
How to deliver Powerpoint  Presentations.pptxHow to deliver Powerpoint  Presentations.pptx
How to deliver Powerpoint Presentations.pptx
 
Wound healing PPT
Wound healing PPTWound healing PPT
Wound healing PPT
 
RHEOLOGY Physical pharmaceutics-II notes for B.pharm 4th sem students
RHEOLOGY Physical pharmaceutics-II notes for B.pharm 4th sem studentsRHEOLOGY Physical pharmaceutics-II notes for B.pharm 4th sem students
RHEOLOGY Physical pharmaceutics-II notes for B.pharm 4th sem students
 
MDP on air pollution of class 8 year 2024-2025
MDP on air pollution of class 8 year 2024-2025MDP on air pollution of class 8 year 2024-2025
MDP on air pollution of class 8 year 2024-2025
 
Mule event processing models | MuleSoft Mysore Meetup #47
Mule event processing models | MuleSoft Mysore Meetup #47Mule event processing models | MuleSoft Mysore Meetup #47
Mule event processing models | MuleSoft Mysore Meetup #47
 
How Barcodes Can Be Leveraged Within Odoo 17
How Barcodes Can Be Leveraged Within Odoo 17How Barcodes Can Be Leveraged Within Odoo 17
How Barcodes Can Be Leveraged Within Odoo 17
 
NEWSPAPERS - QUESTION 1 - REVISION POWERPOINT.pptx
NEWSPAPERS - QUESTION 1 - REVISION POWERPOINT.pptxNEWSPAPERS - QUESTION 1 - REVISION POWERPOINT.pptx
NEWSPAPERS - QUESTION 1 - REVISION POWERPOINT.pptx
 
How to Predict Vendor Bill Product in Odoo 17
How to Predict Vendor Bill Product in Odoo 17How to Predict Vendor Bill Product in Odoo 17
How to Predict Vendor Bill Product in Odoo 17
 
Haunted Houses by H W Longfellow for class 10
Haunted Houses by H W Longfellow for class 10Haunted Houses by H W Longfellow for class 10
Haunted Houses by H W Longfellow for class 10
 
Jemison, MacLaughlin, and Majumder "Broadening Pathways for Editors and Authors"
Jemison, MacLaughlin, and Majumder "Broadening Pathways for Editors and Authors"Jemison, MacLaughlin, and Majumder "Broadening Pathways for Editors and Authors"
Jemison, MacLaughlin, and Majumder "Broadening Pathways for Editors and Authors"
 
Lifelines of National Economy chapter for Class 10 STUDY MATERIAL PDF
Lifelines of National Economy chapter for Class 10 STUDY MATERIAL PDFLifelines of National Economy chapter for Class 10 STUDY MATERIAL PDF
Lifelines of National Economy chapter for Class 10 STUDY MATERIAL PDF
 
math operations ued in python and all used
math operations ued in python and all usedmath operations ued in python and all used
math operations ued in python and all used
 
BIOLOGY NATIONAL EXAMINATION COUNCIL (NECO) 2024 PRACTICAL MANUAL.pptx
BIOLOGY NATIONAL EXAMINATION COUNCIL (NECO) 2024 PRACTICAL MANUAL.pptxBIOLOGY NATIONAL EXAMINATION COUNCIL (NECO) 2024 PRACTICAL MANUAL.pptx
BIOLOGY NATIONAL EXAMINATION COUNCIL (NECO) 2024 PRACTICAL MANUAL.pptx
 
Level 3 NCEA - NZ: A Nation In the Making 1872 - 1900 SML.ppt
Level 3 NCEA - NZ: A  Nation In the Making 1872 - 1900 SML.pptLevel 3 NCEA - NZ: A  Nation In the Making 1872 - 1900 SML.ppt
Level 3 NCEA - NZ: A Nation In the Making 1872 - 1900 SML.ppt
 
REASIGNACION 2024 UGEL CHUPACA 2024 UGEL CHUPACA.pdf
REASIGNACION 2024 UGEL CHUPACA 2024 UGEL CHUPACA.pdfREASIGNACION 2024 UGEL CHUPACA 2024 UGEL CHUPACA.pdf
REASIGNACION 2024 UGEL CHUPACA 2024 UGEL CHUPACA.pdf
 
Juneteenth Freedom Day 2024 David Douglas School District
Juneteenth Freedom Day 2024 David Douglas School DistrictJuneteenth Freedom Day 2024 David Douglas School District
Juneteenth Freedom Day 2024 David Douglas School District
 
How to Setup Warehouse & Location in Odoo 17 Inventory
How to Setup Warehouse & Location in Odoo 17 InventoryHow to Setup Warehouse & Location in Odoo 17 Inventory
How to Setup Warehouse & Location in Odoo 17 Inventory
 
BBR 2024 Summer Sessions Interview Training
BBR  2024 Summer Sessions Interview TrainingBBR  2024 Summer Sessions Interview Training
BBR 2024 Summer Sessions Interview Training
 
ISO/IEC 27001, ISO/IEC 42001, and GDPR: Best Practices for Implementation and...
ISO/IEC 27001, ISO/IEC 42001, and GDPR: Best Practices for Implementation and...ISO/IEC 27001, ISO/IEC 42001, and GDPR: Best Practices for Implementation and...
ISO/IEC 27001, ISO/IEC 42001, and GDPR: Best Practices for Implementation and...
 

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