ASSIGNMENT

DRIVE WINTER 2015

PROGRAM MBA/ MBADS/ MBAFLEX/ MBAHCSN3
SEMESTER 2
SUBJECT CODE & NAME MB0046- Marketing Management
BK ID B1629
NAME & ROLL NO

Q.1} Explain the steps in Business Buying process.

Answer: Characteristics Of Organizational Buying Behavior

1. Derived Demand
2. Geographical Concentration
3. Few Buyers And Large Volume
4. More Direct Channel Of Distribution
5. Rational Buying
6. Professional buying
7. Complexity
Steps in Business Buying Process
While organisational buying is best viewed as a decision process, the steps that make up the process
differ across companies and products. Steps needed in a new task or modified re-buy decision may not
be necessary in straight re-buy decisions. Over a period of time, each organisation evolves its own
procedures for making purchase decisions. However, we can develop steps for generalisation
of decision process for better understanding of organisational decision process as shown in figure

Recognising an Organisational Need

Determining Products Specifications

Identifying Suppliers

Searching for Information and Evaluating Suppliers

Negotiating a Purchase Order

Evaluating P performances of the Product and Supplier

Let us now discuss each of these stages and their impact on organisational decision-making process.