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Consumer Buyer Behaviour and Organisational Buyer Behaviour - Essay Example

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Consumer Buyer Behaviour and Organisational Buyer Behaviour

The researcher of this essay aims to analyze the buying process of the consumers which entails few different stages while arriving at a final purchase decision. The ‘consumer buying behavior’ is explained to be the buying of the products for the reason of personal or even household use but is not indulged in for any kind of business intentions. In a similar way, organizational buying is referred to be a multifaceted process related to decision making as well as communication. This multifaceted process is learned to occur over time entailing numerous organizational members along with their association with the other existing organizations as well as institutions. The process of organizational buying behavior is observed to be a definite behavior that involves more than just an easy process related to placing of orders with regard to the suppliers. ‘Organisational buying behavior’ is referred as the course of action related to decision making with the help of which the official organizations create the requirement for the purchased services as well as products.The official organizations are also believed to recognize, assess and select among the other suppliers and brands. Thus, this complete process is known as the ‘organisational buying behavior’ (Ferrell & Hartline, 2010). ...
It needs to be mentioned and comprehended in this respect that the widely explained practice of organisational buying is believed to differ from the process related to consumer buying in certain significant ways. The innate challenges witnessed in the process of organisational buying compared to the consumer purchases are taken into concern from the external as well as internal viewpoints. To be specific, the external associations with regard to the buyer as well as the seller in case of organisational buying are believed to be reliant on the aspect of derived demand. This particular facet of derived demand is referred as an increasingly difficult buying as well as selling process along with involving an increasingly intense customer base. In comparison, the consumers are observed to indulge in purchases for the reason of their respective personal as well as household use along with involving a comparatively less difficult procedure and symbolising an assorted consumers group (Sheth, 1973). Internally, the organisational purchasers entail a tendency to provide increasing focus compared to the final consumers on the aspect of technology as well as superior performance. Greater emphasis is also learnt to be laid on the factor of customisation for the reason of catering to the definite necessities along with the guiding principle related to order-fulfilment. This factor of order-fulfilment is believed to involve manufacturing to ordering in comparison to just filling of a particular order related to finished products with regard to an accessible inventory (Oxford University Press, 2011). In comparison to the final consumers the organisational purchasers are also believed to entail a tendency of ...Show more


This essay explores the buying behavior of the consumers and organizations. They are believed to differ in a significant way in terms of their buying process and decision making. It becomes important to gain an insight into the stated kind of behaviors in order to comprehend the differences between them. …
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Consumer Buyer Behaviour and Organisational Buyer Behaviour essay example
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