Orgnisational Buying Behaviour

Organizational buying as the decision making process by which formal organization establish the need for purchased product and services and identify, evaluate and choose among alternative brands and suppliers. Organization generally buy in bulk or through the ways of tie-ups in which they get special offers from the supplier and suppliers also get extra benefit that its product going to be consumed anyways. In organization professional do the purchasing for them or set the tie-ups for future purpose. Organization which has various firms set at different geographical conditions in that case the tie-up is done from the main office and then that is followed throughout all the firms.

There are various participants in organization buying process that includes:

Initiator: are those who request the top management something to be purchased.

Users: The ones who are going to the product.

Deciders: People who decide from the where the product should be purchased.

Approvers: After the decider decided from where to purchase or with whom to purchase. Approver approves it whether to accept the offer or not.

Gate Keepers: The middle or the intermediaries which protect the supplier or any information form reaching to the buyer.