Professional Documents
Culture Documents
Organizational Buying
Behavior
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1. Business Buyers
2. Institutional Buyers
– Low Budgets
– Captive Patrons
3. Government Markets
– Specialized Buying
– Open Bids
– Negotiated Contracts
17 – Aug – 2004 Business Markets & -6-
Organisational Buying Behaviour
Basic Methods in
Organizational Buying
Direct selling
Price is often negotiated
Advertising is often technical in
nature
5. Acquisition
4. Supplier Organizational and Analysis
Search Buying Process of Proposals
7. Selection
6. Supplier 8. Performance
of
Selection Review
Order Routine