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Organisational Buying

Organisational Buying

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Published by kkv_phani_varma5396

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Published by: kkv_phani_varma5396 on May 22, 2010
Copyright:Attribution Non-commercial

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09/28/2010

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Industrial buyingbehavior:decision making inpurchasing
 
 
 
Program
Organizational buying behavior: basiccharacteristics
The purchasing process
Major bottlenecks and problems
The role of the purchasing department inthe purchasing process
 
 
Industrial vs. consumer markets
Buying objective Enable production Personal need satisfactionBuying motive Mainly rational Also emotionalPurchasing function Professional buying ConsumersDecision making Many persons involved,much discussionOften impulsive, withoutconsulting othersCharacteristics Negotiations, intenseinteractionOften without negotiation, littleinteractionProduct & marketknowledgeLarge LimitedOrder size Often large Mostly smallDemand Derived, fluctuation Autonomous, relatively stablePrice elasticity Rather inelastic Rather elasticNumber of customers Mostly limited Very largeSpread of customers Sometimes largegeographic concentrationLarge spread
 AspectIndustrial marketConsumer marke

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