This topic belongs to consumer behavior. This presentation describe all the factors of organizational buying behavior, buying situations, buying process. And also describes the major impacts on organizations buyers.

1. ORGANIZATIONAL BUYING
BEHAVIOR

2. • Itisdefinedastherationaldecision-makingprocessin
whichorganizationbuysgoodsandserviceswhenthey
haveneedofanygoodorservicesfortheirorganization.
• Thepurchasedproductandservicesgetidentified,
evaluatedandchosenamongalternativebrandsand
suppliers.
• Itissimilartotheconsumerbuyerbehaviorwithoutany
majordifferences.

3. BUYING SITUATIONS
• Thestraightrebuy.
• Modifiedrebuy.
• Newtask.
1.Thestraightrebuy;
Itisthebuyingconditioninwhichthebuyersbuytheproduct
frequently.Buyingofthoseproductswillbearoutinetaskfor
theorganization.

4. 2.Themodifiedrebuy;
Abusinessbuyingconditioninwhichthebuyerwantsto
changetheproductspecification,itspriceaswellastermsor
suppliers.
3.Thenewtask;
Whenorganizationbuysanyproductsorservicesforthefirst
timethenitiscallednewtask.

5. Theorganization
buyingprocess

6. 1. Stage1:Anticipateorrecognizeaproblem/need/opportunityanda
generalsolution
2. Stage2: Determinethecharacteristicsandquantityofaneededgood
orservice
3. Stage3:Describecharacteristicsandthequantityofaneededgoodor
service
4. Stage4:Searchforandqualifypotentialsources
5. Stage5:Acquireandanalyzeproposals
6. Stage6:Evaluateproposalsandselectsuppliers
7. Stage7:Selectanorderroutine
8. Stage8: Obtainfeedbackandevaluateperformance

8. MAJOR INFLUENCES ON ORGANIZATION
BUYERS
• Environmentalfactors;
Influencedbycurrenteconomyandfutureeconomyofthestatewhilemakingany
decision
Theyarealsoaffectedbytechnological,politicalandcompetitivedevelopmentsin
environment.
• Organizationalfactors;
themajororganizationalfactorslikeobjective,policies,procedures,structureand
systemmustbeunderstoodwell.

9. • Interpersonalfactors;
Participantsinfluenceeachothers
• Individualfactores;
Individualfactorsareaffectedbyindividualcharacteristicssuchasage,income,
education,professionalidentifications,attitudesandbehaviortowardsrisk.