Purchase and logistics lecture 1

Question 1

Consumer Buying behavior def

Answer 1

Mental decision process and physical activities an
individual is involved in while searching, evaluating,
selecting, buying, using and disposing off goods &
services for personal consumption

Question 2

Factors Influencing Consumer
Behavior

Answer 2

Cultural->Social->Personal->Psychological->Buyer

Question 3

The Buyer Decision Process

Answer 3

Need recognition->Information search->Evaluation of alternatives->Purchase decision->Postpurchase Behavior

Question 4

Organizational Buying Process

Answer 4

1. Problem
   Recognition
2. General
   Description
   of Need
3. Product
   Specifications
4. Supplier
   Search→
   Request for
   Proposal (RFP)
5. Acquisition
   and Analysis
   of Proposals
6. Supplier
   Selection
7. Selection
   of
   Order Routine
8. Performance
   Review

Question 5

New task

Answer 5

the problem or need is totally
different from previous experiences.
* Significant amount of information is required.
* Buyers operate in the extensive problem solving
stage.
* Buyers lack well defined criteria.
* Lack strong predispositions toward a solution.

Question 6

Modified rebuy

Answer 6

decision makers feel there are
benefits to be derived by reevaluating
alternatives.
* Most likely to occur when displeased with the
performance of current supplier.
* Buyers operate in the limited problem solving
stage.
* Buyers have well defined criteria.