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Consumer behaviour (organisational buying process (Supplier Search,…
Consumer behaviour
organisational buying process
Supplier Search
Proposal Solicitation
Product Specification
Evaluation of Proposal
General Need Description
Order Routine Specification
Problem Recognition
Performance preview
DMU
Buyers
Users
Deciders
Influencers
Initatior
Gate keeper
Perception
Selective attention
Selective Dissertation
Selective Retention
Learning
Decision Making process
Information Search
Evaluation of Alternatives
Need recognition
Purchase decision
Post Purchase behaviour
Types of Buying Behaviour Process
High Involvment
Low Involvement
Impulse Buying behaviour
Inelastic Demand
Fluctuation
organisational buying situation
Modified Re-buy
New task
Straight re-buy
System/Solution selling
Organisational market place
Govern Markets
Institutional Markets
Reseller Markets
Business Markets
Major influences on business Buyers
Organisational
Interpersonal
Environmental
Individual
Characteristics
External
Cultural
Sub cultural
Social class
Cultural
Social
Reference Groups
Aspirational Groups
Dissociative Groups
Family
Roles and Statues
Internal
Personal
Age and lifestyle
occupation
Economic
Gender
Lifestyle
Personality
Psychological
Esteen
Social
Self actualisation
Safety
Motivation
Psychological
e procurement
Advantages
Methods of E-Procurments
Online trading Exchanges
Company buying sites
Reverse Auction
Extranet links