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Buying Behavior Module 7

This document differentiates between consumer and organizational buying behavior. It notes that consumers purchase products for personal use, while organizations purchase products to resell or wholesale for profit. The document then lists the key differences in buying roles, including initiators, influencers, deciders, approvers, buyers, users, and gatekeepers. Finally, it discusses the different factors that affect each type of buying behavior.

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Jamës Bònd Çastro
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56 views12 pages

Buying Behavior Module 7

This document differentiates between consumer and organizational buying behavior. It notes that consumers purchase products for personal use, while organizations purchase products to resell or wholesale for profit. The document then lists the key differences in buying roles, including initiators, influencers, deciders, approvers, buyers, users, and gatekeepers. Finally, it discusses the different factors that affect each type of buying behavior.

Uploaded by

Jamës Bònd Çastro
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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ConsumerAnd Organizational

BuyingBehavior
Ob j e c t i v e :
• 1. Differentiate the consumer buying behavior from
organizational buying behavior. ABM-PM11-le-i-
13;and
• 2. Determine lists of differences , buying roles,
buying process and the factors affecting buying
behavior.
 Buying Behavior is the decision processes and acts of
people involved in buying and using products.
 The ways in which consumer behavior differs from
organizational behavior is that consumers only purchase
products that they need, personally.
 Organizations primarily purchase products to repurpose
them and resell them or sell them at wholesale for profit to
other organizations.
The differences between co
nsumer buying
behavior and organizationa
l buying behavior can
be listed as follows:
The differences between co
nsumer buying
behavior and organizationa
l buying behavior can
be listed as follows:
The differences between co
nsumer buying
behavior and organizationa
l buying behavior can
be listed as follows:
The differences between co
nsumer buying
behavior and organizationa
l buying behavior can
be listed as follows:
Initiators. Buying Users.
Roles
The person or persons
These people suggests who end up actually
purchasing a product. using the product.

Influencers. Deciders.
These people’s views The person or persons who
or advises can ultimately has the final say
influence the eventual on what to buy.
selection of
what to buy..
Approvers. Buying Buyers.
Roles
The person or persons
They are the people who who makes the actual
authorize the proposed purchase.
actions of deciders or
buyers.

Gatekeepers.
These people control
the flow of information
to and from the
decision
making unit.
Thank You
for listening!

Write your ending statement here

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