Business Buying Behavior and Buying Process.

Buyer behavior butt end be defined as the activities and purpose processes that involves in choosing in the midst of alternatives, procuring and utilize mathematical products or services.

The behavior of obtainers is influenced by various factors, we can broadly categorize them in ii categories of influence

1. Endogenous factors (i.e. factors that are internal to the individual). These influencers are needs and motives, learning, attitudes, character and self c one timept.

2. Exogenous factors (i.e. factors that are external to the individual). These factors are Culture, credit groups, family, social status etc.

So how these factors influence the buying behavior of individuals and organizations.

Buying conclusion Process

Buying decisions are made by individuals or group such as a family or a committee in a commercial or industrial organization. If we analyze almost there is a vast difference in consumer buying behavior and institutional or corporate buying process.

Consumer buying process involves need recognition, information search, evaluation of the alternatives and deciding upon unmatched of the alternatives and making the get decision. If we further explain the process between evaluation of alternatives and purchase decision we will find that once the customer evaluates the alternatives, he makes a purchase intention, this intention can influenced by the attitudes of others corresponding family, peers and reference groups or from unanticipated events like lower income than expected, illness etc.



taking all these aspects in devotion the consumer takes his decision. Once the product is purchased the consumer will form his opinion regarding the product and services provided by the company in the post purchase period.

Organizational buying behavior

Organizational buying behavior is the buying behavior of organizations that buy goods and services for use in the production of other products and services, for using the products in operational non core operation like photocopier for shoes management or for the purpose...

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