Buying behaviour and the buying process

Question 1

The buying centre / decision making unit

Answer 1

Gatekeepers, Influencers, Deciders and buyers, Users, Initiators

Question 2

Types of customers

Answer 2

Producers, Resellers, Government agencies, Institutions, Consumers

Question 3

Multiattribute model (processen)

Answer 3

1. The company collects information about each brand.
2. Rate each brand on the characteristics.
3. Calculate the overall benefit evaluation for each brand
4. Choose the greatest number

Question 4

Types of organisational buying decisions

Answer 4

New purchase, Straight rebuts, Modified rebuys

Question 5

Steps in organisational buying process

Answer 5

• Need of a product.
• Define the product.
• Development of detailed specifications.
• Search for qualified suppliers.
• Approach these suppliers.
• Evaluate each proposal they can use Multiattribute model.
• Place and receive the order.
• Evaluate the product and put it in the computer

Question 6

Factors influencing buying process

Answer 6

Organisational (3 stk) and individual (2 stk)