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Organisational Buying Behavior Pertemuan 16

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Organisational Buying Behavior ... Buying Decisions on Their Own Consumer May Make Decisions After ... Personality Factors BUYING DECISION PROCESS ... – PowerPoint PPT presentation

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Title: Organisational Buying Behavior Pertemuan 16


1
Organisational Buying Behavior Pertemuan 16
Matakuliah J0384 Perilaku Konsumen Tahun
Ganjil 2007/2008
2
BUYING DECISION PROCESS
3
BUYING DECISION PROCESS
  • Cognitive dissonance a buyers doubts shortly
    after a purchase about whether it was the right
    decision.

4
BUYING DECISION PROCESS
Depends on Purchase Experience/Knowledge, Ease of
Obtaining Information, Purchase Risk, Level of
Purchase Involvement, and other Cultural, Social,
Personal, Personality Factors
5
BUYING DECISION PROCESS
Depends on Purchase Experience/Knowledge,
Purchase Risk, Level of Purchase Involvement, and
a Variety of Social Personality Factors
6
BUYING DECISION PROCESS
Consumer satisfaction is a function of consumer
expectations and perceived product performance.
7
THE BUSINESS BUYING PROCESS
8
PARTICIPANTS IN THE BUSINESS BUYING PROCESS
  • Decision-making unit of a buying organization is
    called its buying center.
  • Not a fixed and formally identified unit.
  • Membership will vary for different products and
    buying situations.
  • Buying Center Members
  • Users
  • Deciders
  • Influencers
  • Buyers
  • Gatekeepers

9
MAJOR TYPES OF BUYING SITUATIONS
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