this presentation is based on the question "How do business buyers make their decisions?" as given in south asian perspective of marketing management by kotler and keller.

1. How does business buyers
makes their decisions?

2. Business buying decision process is
divided into 8 stages known as buy phase
Problem recognition
General need desciption
Product specification
Suppliers search
Proposal solicitation
Supplier selection
Order routine specification
Performance review

3. 1.
Problem recognition
First step is
to recognise
a problem
or need that
can be met
by acquiring
a good for
service

4. 2
. General need
description
The buyers
determine
needed item's
general
characteristics
and required
quality

5. 3
. Product
specification
Buying
organisations
develop the
items tecnical
specification.

6. 4
. Supplier search
Buyer tries
to identify
the most
appropriat
e suppliers

7. 5
.Proposal
solicitation
The buyers
invites
qualified
suppliers
to submit
proposals

8. 6.
Supplier
selection
Buying center
will specify and
rank customer
attributes ofen
using a supplier
evaluation
model.

9. 7.
Order routine
specification
Buyers negotiate
the final order
listing the
technical
specifications the
quantity needed
the expected time
of delivery,
return policies

10. 8.
Performance
review
The buyer
periodically
reviews the
performance
of chosen
suppliers

11. created BY-
Shruti Bansal
UIT- RGPV, BHOPAL
For
during an Internship
with Prof. Sameer
Mathur, IIM Lucknow
www.IIMInternship.c
om