ORGANIZATIONAL

BUYER BEHAVIOR
INTODUCTION
Ramadhan Arif TriQodar
(2019241020)
Handika Juliarto Soekardji
(2019240007)
ABOUT Organization Buyer Behavior
adalah proses pengambilan

US keputusan di mana kelompok

pembeli menetapkan kebutuhan
barang dan jasa dan
mengidentifikasi, mengevaluasi,
dan memilih di antara merek dan
pemasok alternatif

Pette D. Bennett
Organizational buying behavior is influenced by
marketing stimuli and other stimuli. Marketing
stimuli includes product, price, place and
promotion and other stimuli includes economic,
technological, political, cultural and competition.
These motivators bring changes in the buyers’
behavior after they enter in an organization. Or
these stimuli influence selection of goods or
service, selection of suppliers, order, quantities,
delivery time, terms and conditions of goods or
services etc.
 FACTORS

Environmental Factors Organizational Factors

Ecomonic Factors Objectives
Technological Factors Policies
Political and Legal Factors Procedures
Social Responsibility Organizational Structure
Competition System
 FACTORS

Interpersonal Factors Personal Factors

Authority Age
Status Education
Interest Job Position
Personality
Risk Attitude
ORGANIZATIONAL Need
BUYING PROCESS Need Description
Recognition

Product Supplier
Specification Search
ORGANIZATIONAL
BUYING PROCESS Proposal Supplier
Solicitation Selection

Order
Performance
Routine
Review
Specification
PRESENTATION IS OVER

JADI
GINI
YANG NANYA SAYA BOOM