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Models

The document discusses three models of organizational buying behavior: the Webster and Wind model considers four sets of variables - environmental, organizational, buying center, and individual - that affect the buying decision process. The Jagdish Sheth model highlights joint decision-making by two or more individuals and the psychological aspects of those individuals. The Buy Grid model examines the complexity of purchase and importance of the purchase.

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14 views5 pages

Models

The document discusses three models of organizational buying behavior: the Webster and Wind model considers four sets of variables - environmental, organizational, buying center, and individual - that affect the buying decision process. The Jagdish Sheth model highlights joint decision-making by two or more individuals and the psychological aspects of those individuals. The Buy Grid model examines the complexity of purchase and importance of the purchase.

Uploaded by

prasadzinjurde
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
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Webster And Wind

It considers four sets of variables:


1.Environmental
2.Organizational
3.Buying center
4.Individual
Which, affect the buying-decision
making process in a firm.

Jagdish Sheth Model


This model highlights the decisionmaking by two or more individuals
jointly
Psychological aspects of the decisionmaking individuals in the industrial
buying behavior
It includes three components and
situational factors, which determine
the choice of a supplier or a brand in
the buying decision making process

Buy Grid Model

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