Assignment 1: Alternative business/organization buying behavior models

By Group3

Webster and Wind Model: -

 Developed in 1972 which segmented in to four major factors namely into
o Environmental Variables
o Organizational Variables
o Buying Centre Variables
o Individual Variables
 They were further classified into Task & Non-Task Factors
o Task Factors
o Non-Task Factors

The Hobbesian Organizational Model: -

 This model was formulated from the Theories of Thomas Hobbes
 The main assumption from this model was that the purchasing officer’s interest will be to do best for his
organization but putting his / her interest first at any given time
 Hence, this model clearly describes why a business / organizational may utilize a vendor offering a higher or
slightly less quality instead of a seller offering much high quality at lesser price

Sheth Model: -
 This model was put forward by John Howard & Jagdish Sheth in 1969
 It explains the buying behaviour with the help of three components and situational factors as displayed: -

Comparison: -
 The Webster & wind model has been segmented into various sub Variables which are supports the final buying
Decisions
 Whereas the Hobbesian Model Clearly states that if the Purchasing Officer’s personal interest is put forward
 Similarly, in Sheth Model there are 3 Major steps which supports the buying decision or selection of the Supplier
which would exclude individual’s interest rather and focus more on Organizational interest