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    The Robinson, Faris and Wind Model

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    Nimish Joshi
    The Robinson, Faris and Wind model comprises a matrix of buyphases and buyclasses that influence organizational purchasing. It identifies 8 buyphases in the purchasing process and 3 buyclasses - new tasks, modified rebuy, and straight rebuy - that have different critical buyphases. While less comprehensive than the Webster and Wind model, it more precisely explains the influence of buyphases on buyclasses throughout the purchasing process.

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    The Robinson, Faris and Wind Model

    Uploaded by

    Nimish Joshi
    1K views1 page
    The Robinson, Faris and Wind model comprises a matrix of buyphases and buyclasses that influence organizational purchasing. It identifies 8 buyphases in the purchasing process and 3 buyclasses - new tasks, modified rebuy, and straight rebuy - that have different critical buyphases. While less comprehensive than the Webster and Wind model, it more precisely explains the influence of buyphases on buyclasses throughout the purchasing process.

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    The Robinson, Faris and Wind Model

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    The Robinson, Faris and Wind model comprises a matrix of buyphases and buyclasses that influence organizational purchasing. It identifies 8 buyphases in the purchasing process and 3 buyclasses - new tasks, modified rebuy, and straight rebuy - that have different critical buyphases. While less comprehensive than the Webster and Wind model, it more precisely explains the influence of buyphases on buyclasses throughout the purchasing process.

    Copyright:

    © All Rights Reserved
    Download as DOCX, PDF, TXT or read online from Scribd
    Download as docx, pdf, or txt
    1K views1 page

    The Robinson, Faris and Wind Model

    Uploaded by

    Nimish Joshi
    The Robinson, Faris and Wind model comprises a matrix of buyphases and buyclasses that influence organizational purchasing. It identifies 8 buyphases in the purchasing process and 3 buyclasses - new tasks, modified rebuy, and straight rebuy - that have different critical buyphases. While less comprehensive than the Webster and Wind model, it more precisely explains the influence of buyphases on buyclasses throughout the purchasing process.

    Copyright:

    © All Rights Reserved
    Download as DOCX, PDF, TXT or read online from Scribd
    Download as docx, pdf, or txt
    of 1

    The Robinson, Faris and Wind Model

    The BuyGrid framework, as it is popularly known, was introduced by Robinson, Faris and Wind in 1967. The
    BuyGrid framework comprises a matrix of buyphases and buyclasses. Certain buyphases exert
    disproportionately forces over certain buyclasses and are hence very important for those buyclasses. The
    buyphases are:

    1. Recognition of the need of the organisation


    2. Determining the properties and quantity of the product required
    3. Description of the properties and quantity of the product required
    4. Examine and certify the potential sources
    5. Acquire and analyze the available proposals
    6. Evaluate proposals of the suppliers and select the most appropriate ones from them
    7. Select an order routine
    8. Take feedback into consideration and change accordingly

    The buyclasses according to the model are as follows:

     New Tasks: These are the first-time buyers who evaluate all alternatives. Buying phases 1,2 and 3 are
    the most critical for this buyclass.
     Modified Rebuy: These are buyers who want to replace the product that they use with a better one.
    Buyphases 3 and 4 are the most critical for this buyclass.
     Straight Rebuy: The buyer in this case orders the same product that he/she has been using and does
    not want any modifications. Buyphases 3,4 and 5 are the most critical.

    Comparison with the Webster and Wind Model


    Webster and Wind Model Robinson, Faris and Wind Model
     Concentrates on four sets of variables:  Concentrates on two sets of variables:
    Organisation, Environment, Buying Centre BuyClasses and BuyPhases
    and Individual
     It is a very comprehensive model and is thus  Is not as comprehensive as the Webster and
    generally applicable in all circumstances Wind model and hence applicability is low
     The model is weak while explaining the  This model explains the influence of all
    specific influence of the key variables variables, that it mentions, precisely
     Considers individual choice as a parameter  Considers the entire buying process as an
    that affects the buying behaviour accumulation of individual decisions

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