Factors affecting industrial buyer behavior

Motivational researchers hold that each product is capable of arousing a unique set of motive in consumers. This buying situation is different from the straight rebuy because in this situation new alternatives of supplier are considered.

Wolfe holds a B. The problem is new from the standpoint of the buying influence and is also new compared from other problems in the past.

There are significant interactions between the persons in the three departments and they are often taking combined decisions. An industrial purchaser will be cautions and careful in his buying decisions so that decision will prove appropriate and will not bring loss to the organization.

Business buyers are also impacted by regulatory factors and changes in political situation. It involves fewer people and time than the new task situation and more people and time than straight rebuy. The channels of distribution and the place of distribution affect the buying behaviour of the consumers.

Industrial Buyer Behaviour

This includes economic situation, government policy, competitive development in the industry, technological development and their introduction.

For example, if the organizational buyer feels that the government is going to increase tax on industrial buying is likely to increase in the near future, his buying of material will increase as buying will become costly in future due to tax burden.

Marketers are aware of the status symbol potential of products and brands. Webster and Wind believe that organizational factors cause individual decision makers to proceed differently than they would if they were functioning alone or in a dissimilar organization.

Some of the most important factors influencing consumer behaviour are as follows: A knowledge of each of these dimensions is necessary for the business marketer.

It entails to all those members being a part of buying process. The most common are employees from the purchasing, manufacturing departments and quality control departments. The solution to the problem is same as it was in the past.

He has to give special attention to economic environment while taking purchase decision. The individuals in an organization are the one really analysing, deciding and acting to execute the purchase either in groups or alone. The attributes from industrial buyers will influence their response to the situation and marketing actions towards them from a seller.

Final phase of purchase decision process consist of formal and informal review and feedback of product performance as well as merchant performance. The buying center involves several individuals with different formal authority, status and persuasiveness.

There are different types of buying situations. Webster and Wind described three aspects of role performance to understand interpersonal interaction within the buying centre: In large and complex organizations, influencers members of buying centre may be physically located at a great distance from each other Vitale et al.

Environmental influences describe the accessibility of goods and services and common business conditions, facing the buying organization including the rate of financial growth, the level of national income, interest and technological rates and unemployment.

Video of the Day Brought to you by Techwalla Brought to you by Techwalla Economy In addition to current demand and the current prices for a product, industrial companies may look to the economy as an indication of the future availability of materials relative to the consumer demand for them.

Main objectives for business marketers are to recognize the major influencers of the buying centre, the roles of these individuals and factors that affect their decisions.

In this type of buying situation, either an internal stimulus or an environmental factor causes this recognition that lead to explore a new task product. Next is the variables performed for interaction among individuals in the buying centre.

Different models are developed to explain the notion of industrial buying behaviour. Kozulya affirmed that developing relationship with buying centre defines the victory of partnership between marketers and corporate customers in general.

It can be said that a new task situation elucidates the need that has not faced by the organization before. In the process of buying decision, three classes of variables must be recognized.


In the final analysis buyer behaviour is one of the most important keys to successful marketing.Factors influencing consumer buyer behavior,buying decision process. ORGANIZATIONAL BUYING BEHAVIOUR.

CHAPTER SUMMARY This chapter introduces the basic theory of organizational buying, an understanding of which is fundamental to business-to-business marketing. The industrial buyer may be assertive or may have co-operative attitude.

What Are the Factors That Influence Industrial Buying Behavior?

The 5/5(4). Apr 05,  · Explain the major factors that influence business buyer behavior. Posted on April 5, by ahmedazam Consumer behaviour is an attempt to understand &.

Factors In Organizational Buyer Behavior Organizational consumer behavior depends on Ä Ä Ä Buying objectives Buying structure. E-mail. diversity. Buying structure refers to the level of formality and specialization used in the purchase process.

Top 5 Important Factors Influencing Consumer Behaviour

1 The impact of social factors affecting consumer behaviour on selecting characteristics of purchased cars Hossein Mirzaei,Mehdi Ruzdar The present study examined the impact of social factors on consumer. Factors influencing Organisational Buying Behaviour.

The factors influencing buyer’s purchase decisions can be conveniently divided into following categories: Economics Environment: Environmental factors constitute an important determinant of organizational purchasing. This includes economic situation, government policy, competitive development in the industry, technological development and their.

4 important Factors that Influence Consumer Behaviour. Consumer Behaviour – The consumer, The KING of the market is the one that dominates the market and the market billsimas.com us know the King first. A consumer is someone who pays a sum to consume the .

Factors affecting industrial buyer behavior
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