INFLUENCING FACTOR OF ORGANIZATIONAL BUYING

DECISION
 ORGANIZATIONAL BUYING BEHAVIOUR

The behavior of an organization shown in buying goods or

services is called organizational buying behavior. The
organizations buy goods or services for business use, resale,
produce other goods or provide services. Organizational buying
decision is directly or indirectly affected by different factor.
 INFLUENCING FACTORS
 

1. ECONOMIC FACTOR
 
 
2. ORGANIZATIONAL FACTOR
 
 
3. INDIVIDUAL FACTOR
 
 
4. INTERPERSONAL FACTOR
 

 
 
 INDIVIDUAL FACTOR
  

1. Age
 

 Age of person also affects selection and priority

 Younger persons make buying decision and supplier selection
quicker than older aged persons 
 Younger persons try to find new suppliers whereas older
persons try to give continuation to the same who is supplying

2. Education
 

 Education makes person able to analyze good or bad

 Educated person takes buying decision rationally
 Uneducated person makes buying decision at hit and miss
 
 
3. Income
 
 Buyer having great income will not expect illegal profit,
corruption, commission but having not so good will be
attracted toward them
 
 

4. Personality
 
 Personality of person working in an organization may be
different

 Personality affects selection of quality, brand, price

 
5. Risk Attitude
 

 Some can bear more risk and others like to take less risk

 
6. Job Position
 Suggestion and advice of the buyer having higher
position are obeyed by the low level staff
 
 
6. Background
 Buyer upbringing and situation faced by them