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Buyer Behaviour (Business Buying Process (4.Supplier Search, 5.Proposal…
Buyer Behaviour
Business Buying Process
4.Supplier Search
5.Proposal Solicitation
3.Product Specification
6.Supplier Selection
2.General Need Description
7.Order-Routine Specification
1.Problem Recognition
8.Performance Review
Consumer Buying Process
3.Evaluation of Alternatives
Awareness set
Inept set
Inert set
Evoked set
4.Purchase Decision
Unexpected Events
Attitudes of Others
2.Information Search
Public Sources
Internal Sources
Commercial Sources
Personal Sources
Experiential Sources
5.Post-Purchase Behaviour
Cognitive Dissonance
Cognitive Consonance
1.Need/Problem Recognition
External Stimuli
Internal Stimuli
Participants
Influencers
Buyers
Users
Deciders
Gatekeepers
Major Types of Buying Situations
Modified Rebuy
New Task
Straight Rebuy
System/Solution Selling
Major Influences on Business Buyers
Organisational
Objectives
Policies
Procedures
Structure
System
Interpersonal
Authority
Status
Empathy
Persuasiveness
Environmental
Economic Development
Supply Conditions
Technological Change
Political Developments
Competitive Developments
Culture and Customes
Individual
Age
Income
Education
Job Position
Personality
Risk Attributes
Introduction
Model of Buyer Behaviour
Buyer Response
Buyers Black Box
Characteristics of Business Markets
Nature of Buying Unit
Purchases involves More Buyers
More Professional Purchasing Effort
Types of Decisions and Process
More Complex Buying Decisions
Process is More Formalised
Buyers and Sellers Build Relationships
Market Structure and Demand
Inelastic Demand
Final Consumer Demand
Fewer but Larger Buyers
Fluctuating Demand
Influences on Consumer Buying Behaviour
External Fcators
a)Cultural
Sub-Culture
Social Class
Culture
b)Social
Family
Roles and Status
Reference Groups
Internal Factors
c)Personal
Economic Situation
Lifestyle
Occupation
Personality and Self-Concept
Age and Life-Cycle Stage
d)Psychological
Perception
Learning
Motivation
Beliefs and Attitudes
Types of Buying Decision Behaviour
High Involvement
Complex Buying Behaviour
Dissonance Reducing Buying Behaviour
Low Involvement
Variety Seeeking
Habitual Buying Behaviour
E-Procurement:
Supplier Exchange B2B sale and purchase of supplies and services on the Internet