How does business buyers makes their decisions?

Business buying decision process is divided into 8 stages known as buy phase

Problem recognitionGeneral need desciptionProduct specificationSuppliers searchProposal solicitationSupplier selectionOrder routine specificationPerformance review

1.

Problem recognition

First step is to recognise a problem or need that can be met by acquiring a good for service

2. General need

description

The buyers determine needed item'sgeneral characteristicsand required quality

3. Product

specification

Buying organisationsdevelop the items tecnical specification.

4. Supplier

search

Buyer tries to identify the most appropriate suppliers

5.Proposal

solicitation

The buyers invites qualified suppliers to submit proposals

6.

Supplier selection

Buying center will specify and rank customer attributes ofen using a supplier evaluation model.

7. Order routine

specification

Buyers negotiate the final order listing the technical specifications the quantity needed the expected time of delivery, return policies

8.Performance review

The buyer periodically reviews the performance of chosen suppliers

created BY-Shruti BansalUIT- RGPV, BHOPAL

Forduring an Internship with Prof. Sameer Mathur, IIM Lucknowwww.IIMInternship.com