The document summarizes three models of organizational buying behavior: the Webster and Wind model which segments factors into environmental, organizational, buying centre, and individual variables; the Hobbesian model which assumes a purchasing officer will act in their own self-interest over the organization's; and the Sheth model which explains buying behavior through three components and situational factors. It concludes by comparing the models, noting how Webster and Wind support buying decisions through sub-variables, how Hobbesian focuses on individual interests, and Sheth excludes individual interests for organizational interests through three decision steps.
The document summarizes three models of organizational buying behavior: the Webster and Wind model which segments factors into environmental, organizational, buying centre, and individual variables; the Hobbesian model which assumes a purchasing officer will act in their own self-interest over the organization's; and the Sheth model which explains buying behavior through three components and situational factors. It concludes by comparing the models, noting how Webster and Wind support buying decisions through sub-variables, how Hobbesian focuses on individual interests, and Sheth excludes individual interests for organizational interests through three decision steps.
The document summarizes three models of organizational buying behavior: the Webster and Wind model which segments factors into environmental, organizational, buying centre, and individual variables; the Hobbesian model which assumes a purchasing officer will act in their own self-interest over the organization's; and the Sheth model which explains buying behavior through three components and situational factors. It concludes by comparing the models, noting how Webster and Wind support buying decisions through sub-variables, how Hobbesian focuses on individual interests, and Sheth excludes individual interests for organizational interests through three decision steps.
The document summarizes three models of organizational buying behavior: the Webster and Wind model which segments factors into environmental, organizational, buying centre, and individual variables; the Hobbesian model which assumes a purchasing officer will act in their own self-interest over the organization's; and the Sheth model which explains buying behavior through three components and situational factors. It concludes by comparing the models, noting how Webster and Wind support buying decisions through sub-variables, how Hobbesian focuses on individual interests, and Sheth excludes individual interests for organizational interests through three decision steps.
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Assignment 1: Alternative business/organization buying behavior models
By Group3
Webster and Wind Model: -
Developed in 1972 which segmented in to four major factors namely into o Environmental Variables o Organizational Variables o Buying Centre Variables o Individual Variables They were further classified into Task & Non-Task Factors o Task Factors o Non-Task Factors
The Hobbesian Organizational Model: -
This model was formulated from the Theories of Thomas Hobbes The main assumption from this model was that the purchasing officer’s interest will be to do best for his organization but putting his / her interest first at any given time Hence, this model clearly describes why a business / organizational may utilize a vendor offering a higher or slightly less quality instead of a seller offering much high quality at lesser price
Sheth Model: - This model was put forward by John Howard & Jagdish Sheth in 1969 It explains the buying behaviour with the help of three components and situational factors as displayed: -
Comparison: - The Webster & wind model has been segmented into various sub Variables which are supports the final buying Decisions Whereas the Hobbesian Model Clearly states that if the Purchasing Officer’s personal interest is put forward Similarly, in Sheth Model there are 3 Major steps which supports the buying decision or selection of the Supplier which would exclude individual’s interest rather and focus more on Organizational interest
