Week 25 B2B buying process in context

product decision process

problem recognition

general need description

product specification

supplier decision process

supplier search

proposal solicitation

supplier selection

order-routine specification

performance review

external factors influencing buyer behaviour

Technological

ethical

environmental

political & legal

internet, platform

connect buyers w suppliers

regulatory unions

Government policy

enhance or adversely affect suppliers’ ability to operate

EU

single market

World Trade Organization

Brexit

International Organization for Standardization (ISO)

sustainable

eco friendly

environmental management system (EMS)

code conduct/ethics

corporate values

bribes /fraud etc

nature of business

business strategy

manufacturing

whole saler

etc