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Factors of influence of the organisationalen purchase behavior

Environmental factors: They are difficult to identify and measure. Environmental influences can be physically, technologically, economically, political as well as cultural. Influences are exerted by different institutions, like suppliers, competitors and customers. The environmental condition are v.a. relevantly where landspreading co-operation take place. Examples of environmental factors: Investment behavior, consumer behaviour, interest rate, technology, legislation, competition, politics, ecology," Organisationale factors: Cause that individuals differently with restraint as if it alone or in another organization decisions meet. Organizational Buying Behaviour steered by goals of the organization, which are determined again by financial means, technology as well as human resources. Examples of Organisationale factors: Goals, purchase tactics, organisational structure, hierarchy Social one, Interpersonale factors: Group decisions, like it also in the Buying center, pleases, by different factors are affected. Factors of influence are the individual goals and character characteristics, the kind of the guidance of a group, the group structure and external influences (environment, organization). Examples of social factors: Group dynamics, authority," Individual factors of the persons involved: Individuals are coined/shaped by complex Kombinatioen between personal and organisationalen goals. Both cultural, organisationale and social factors affect individuals. Individual factors affect the decision-making process also due to ignorance, like e.g.: over available alternatives, due to information gaps.

Organization buying is the decision-making process by which formal organizations establish the need for purchased products and services and identify, evaluate, and choose among alternative brands and suppliers. (Webster and Wind)

Some of the characteristics of organizational buyers are: 1. Consumer market is a huge market in millions of consumers where organizational buyers are limited in number for most of the products. 2. The purchases are in large quantities. 3. Close relationships and service are required. 4. Demand is derived from the production and sales of buyers. 5. Demand fluctuations are high as purchases from business buyers magnify fluctuation in demand for their products. 6. The organizational buyers are trained professionals in purchasing. 7. Several persons in organization influence purchase. 8. Lot of buying occurs in direct dealing with manufacturers.

interest. Only the products which pass all the stages will be on the approved list and price competition will follow subsequently. evaluation. more number of executives are involved in the process. But it wants the system seller to engineer the system. only purchasing department is involved. procure the units from various vendors and assemble. The stages of awareness. Executives apart from the purchasing department are involved in the buying decisions. there is a modification to the specifications of the product or specifications related to delivery. Modified rebuy In this buying situation. . The "out-suppliers" have to make efforts to get their name list in the approved vendors' list and for this purpose they have to offer something new or find out any issues of dissatisfaction with current suppliers and promise to provide better service. New task buy In this situation. fabricate or construct the system.Organizational Buying Situations Straight rebuy In this buying situation. The buying organization knows that no single party is producing all the units in the system. the buyer is buying the product for the first time. Thet get an information from inventory control department or section to reorder the material or item and they seek quotations from vendors in an approved list. As the cost of the product or consumption value becomes higher. trial. The "in-suppliers" make efforts to maintain product and service quality. and adoption will be there for the products of each potential supplier. Systems buy Systems buying is a process in which the organization gives a single order to a single organization for supplying a full system. The company is looking for additional suppliers or is ready to modify the approved vendors list based on the technical capabilities and delivery capabilities.

The safety officer may initiate the request for the purchase. In this case of safety gloves.human effort engineering. Say for safety gloves the operators.Participants in the Business Buying Process Users The persons who use the item. Approvers . The receptionist. There can a different gloves for different working situations and industrial engineer may be more aware of specific requirements due to his special nature of work . the safety officer may himself define specifications. he may also be consulted. Gatekeepers They control access to personnel in a company. the secretaries etc. If an industrial engineer is in the organization. Influencers Persons who held define specifications. Buyers They are the person who actually do the buying transaction. It is the final approval for product specfications and suppliers' list. Deciders People who decide on product requireements and suppliers. Initiators The persons who request the purchase.

Persons who approve the purchase. vendor-performance evaluation are the organization factors of importance to marketers. are the environmental factors that will have an effect. expected shortages for the item. Major Influencers on Business Buyers Environmental factors Expected demand for the product that the buying organization is selling. In the case of safety gloves. expected changes in technology related to the item etc. decentralized purchasing and changes in purchasing practices like long-term contracts. . zero-based pricing. In this the buyer keeps on placing the order on routine basis without changing any product specifications (stationery items. 1 Straight-Re-buy Situations: This situation is similar to repeat buying situations of consumer/household buying. What sort of ways of interacting and service are appreciated by the buyers and what ways are considered as irritants? Marketers have to understand the reactions of buyers. the personal manager may have the power to approve. Organizational factors Changes in purchasing department organization like centralized purchasing. Interpersonal factors These factors are the relationship between buyers and sales representatives of various competitor companies. Individual factors These factors related to the buyer. relationship purchasing.

reorganisation. Some typical characteristics of the routine buying situations are: a) Routine purchasing procedures exist. In this situation. 3 New Task : New Task' is a situation where the organisational customer buys the product for the first time without having any previous experiences (personal .. d) Decision on each separate transaction is made by the purchasing department. is not considered. lubricants.g. c) Change may be stimulated by external events. a buyer may change the product specifications or may even change to a substitute product for economic and performance considerations. inputs from supplying companies. e. e) Buyers have relevant buying experience and require little new information. Thus using aluminium instead of copper wires. but sufficient change has occurred to require some alteration to the normal supply procedure. e. 2 Modified Re-buy: In a modified re-buy situation. nylon bushes instead of brass and using hydraulic excavators instead of mechanical are some examples. b) The buying alternatives are known.chemicals. d) Change may be stimulated by internal events. paints are some examples). but a formal or informal list of `approved ' suppliers is available.g. not on list. Some characteristics of the modified re-buy situations are: a) A regular requirement for the type of product exists. c) A supplier. new buying influences. some familiarity with either product or its performance expectations does exist. value analysis. b) The buying alternatives are known. abbrasives.

computers. but the decisions taken may set a pattern for more routine purchases subsequently. for `new task' situations are: a) Need for the product has not arisen previously. f) Opportunities exist at an early stage in the decision process for external (marketing) inputs to have an influence on the final decision mad . CNC machine tools are some products for which little experience exist amongst a large number of the Indian organisation). b) Little or no past buying experience is available to assist in the purchasing decision. e) The situation occurs infrequently. fax machines. Some of the characteristics. c) Members of the buying unit require a great deal of information. plain paper copiers. d) Alternative ways of meeting the need are likely to be under review.