The buying process begins with a company recognizing a need that can be met through acquiring a good or service. The buyer then determines general characteristics and requirements and solicits proposals from suppliers. The buying center specifies desired supplier attributes, selects the best supplier, and negotiates the final order details. The buyer periodically reviews supplier performance and may continue, modify, or end the relationship based on reviews.

1. HOW DO
BUSINESS BUYERS
MAKE THEIR
DECISIONS

4. The buying process begins when someone in the company
recognizes a problem or need that can be met by acquiring
a good or service
PROBLEM RECOGNITION

5. Next, the buyer determines the
needed item’s general characteristics
and required quantity
GENERAL DESCRIPTION AND PRODUCT
SPECIFICATION

7. PROPOSAL SOLICITATION

8. The buying center specify and rank desired
supplier attributes, and then select best
one
SUPPLIER SELECTION

9. After selecting suppliers, the buyer negotiates
the final order, listing the technical
specifications, the quantity needed, the
expected time of delivery, return policies,
warranties, and so on
ORDER-ROUTINE
SPECIFICATION

10. The buyer periodically reviews the
performance of the chosen supplier(s), The
performance review may lead the buyer to
continue, modify, or end a supplier
relationship
PERFORMANCE REVIEW

11. SUMMARY

12. Created by :
Maulshri Pathak
Internship under :
Prof. Sameer Mathur
IIM, Lucknow
www.iiminternship.com