How can the organizational buying behavior be analyzed

organizational buying behavior

organizational procurement behavior, organizational buying.

1. Term: Purchasing behavior of organizations or commercial customers, characterized by special features that promote complexity. The decision-making process is usually collective (Multi-person decision) and multi-center (Multi-instance decision; e.g. company management, purchasing, production, research and development, financing).

2. Essentials Influencing factors are thereby: individual influencing factors of different people; their interaction in group dynamic processes; different perspectives and decision criteria due to belonging to different instances and roles (buying center) on the purchase process and decision result; organization-specific influencing factors, such as organizational procurement rules, incentive and sanction mechanisms; environmental factors (e.g. environmental and occupational health and safety laws, protectionist measures, wishes of downstream customers).

3. More or less structured, formalized and long-lasting Decision making process (Purchase phases (approach)), due to purchase class-specific peculiarities (purchase classes).

4. Explanatory modelorganizational buying behavior: mOno-organizational partial and system models as well as interaction approaches.

See also buyer and consumer behavior.