Please enable JavaScript.
Coggle requires JavaScript to display documents.
Business markets and buying behaviour - Coggle Diagram
Business markets and buying behaviour
FACTORS (4)
Organisational
Structure
Standards
Procedures
Objectives
Individual
Job position
Personality
Education
Risk attitude
Age
Interpersonal (DMU)
Buyers
Select suppliers
Negotiating
Deciders
Select/Approve final supplier
Influencers
Provide information
Define specifications
Gatekeepers
Control info flow 2 others
Users
Use the good.service
Initiate
Environmental
Macro environment - PESTEL.D
Buying decision (3)
Modified rebuy
Specifications
Terms
Price
Supplier
New task
Buying for the 1st time
Straight rebuy
Routine order
NO modification
Buying process (8)
Supplier search
Recommendations
Trade fairs
Online
CRITERIA!!
Proposal solicitation
Call
Presentation
Email
Invitation
Sample
Product specifications
Specifies
Characteristics
Decides
Supplier selection
Reputation
Service quality
Price
Quality of product
Delivery
Ethics
After sales
General need description
General characteristics
Quantity
Order-routine specifications
Quantity
Delivery time
Warranty
Return policies
Technical specifications
Writes final order
Problem recognition
Performance review
Asses performance
Continue/
modify/
drop
OTHER
E - Procurement
Government buying
TENDER