Business buying decision process consists of the following steps. * Problem recognition * General need description * Product specification * Supplier search * Proposal solicitation * Supplier selection * Order routine specification * Performance review (Kotler, Armstrong, 2008) Problem recognition: It will occur when an organization recognizes a problem or need that can be meet by buying a product or service.
General need description: Let’s assume that an organization wants to improve its services or products soin this step characteristics of the services and products needed are explicitly expressed. Product specification: After the pervious step an organization will express the specification of the product or services which will be of course done with the consultation of the engineering or technical team. Supplier search: In this step an organization will search for the supplier of the goods needed this can be done by reviewing trade directories or by doing computer search.
It will obviously short list those one who has good reputation and offers best deals. Proposal solicitation: Once the search is complete then an organization will invite suppliers to submit their proposal, in this case presentation by the supplier might be needed. Supplier selection: In this step the organization will finalize the supplier. Factors like competitive prices, honest communication, quality products and services etc are of great importance in this regard. Order routine specification: At this stage the organization management will prepare an order-routine specification.
The Essay on When People Need to Complain About a Product or Poor Service
When people need to complain about a product or poor service, some prefere to complain in writing other prefer to complain in person. Which way do you prefer? Use specific reasons and examples to support your answer. When it comes to complaining about products that don't sadisfy my expectations, I prefer to complain in person. Altough a lot of people may prefer to complain in writing, I think that ...
It will also incorporate final order with selected supplier and list of other elements technical services after sales required, date of delivery return polices and warranties etc. Performance review: After order-routine specification in this step organization will assess the performance of the supplier’s products or services. This may lead organization to keep on, change, of drop the arrangement with the supplier. Consumer buying decision process Consumer buying decision process consists of the following steps * Need recognition * Information search Evaluation of alternatives * Purchase decision * Post Purchase behavior (Kotler, Armstrong, 2008) Need recognition: The process starts with need recognition the buyer feels that he should have the specific products or services in order to fulfill his need. The reason behind this can be internal stimuli i. e. need to fulfill and external stimuli i. e. products or services ads. Information search: An interested prospect intending to buy products or services will search for information regarding various companies offering those products or services.
He will use sources like internet, friends etc. Evaluation of alternatives:The marketing people of companies need to know about how various consumers evaluate products or services well the process is not easy to understand. Here the consumers might keep the following points of evaluation criteria prices, quality, and brand. Purchase decision: Normally the consumer is suppose to buy that product or service which up to highest level fulfill his evaluation criteria but even at this stage same factor might alter consumers decisions.
Post Purchase behavior: Consumers buying decision process does not end with the purchase of the product or service it engages itself in post-purchase process. This determines whether the buyer is satisfied with product or service bought or not. If satisfied then good word mouth will happen and vice versa. Consumers’ satisfaction, dissatisfaction or delightedness depends upon buyer expectations and the product or service quality perceived performance.
The Term Paper on Why Measure Buyer Behavior
... consumers. The buyer behavior decision-making model is used to recognize the progressive process of a consumer when making decisions to purchase a product or service. ... pay for everything, including my overpriced razors without even flinching.My buying behavior in this example is not rash. I have been completely ...
P-2: Identify approaches and theories of buyer behavior in terms of individuals and markets The basic purpose of marketing is to affect how customers think about the organization and about its products. To affect what’s, when’s, and how’s of the buying behavior, marketing managers should first understand the whys. Buying behavior is very hard to understand yet it is extremely important task that marketer need to perform. If a marketer can identify buying behavior of its target audience, he or she will be in a better position to target products and services at them.
Buyer behavior is focused upon the needs of individuals, groups and organizations. Talking about buyer fundamentally there are two types of buyers recognized the first is the Ultimate consumers and the second one is business buyers (in this outcome markets refers to business buyers).
Ultimate Consumers: Those individuals and households who buy good and services for personal consumption. Business buyer: Those firms that buy goods and services for the use in the production of their products and services or for the purpose of reselling and renting them to others at a profit
