a What are the main stages in the consumer buying decision p

a) What are the main stages in the consumer buying decision process?

b)What are the main characteristics, roles, and stages influencing the organization’s buying process?

Solution

A.The main stages in the consumer buying decision process are as follows:

1.Recognition of needs and wants:First a consumer should recognise about his needs and wants according to his given set of income.Consumer have to take decision for particular needs.
2.Information search:After recognition of needs and wants information search begins in which information of various products made.
3.Evaluation of choices:Then consumer evaluates the available sets of choice according to his needs and requirements.
4.Purchases:After evaluating the different products according to the price and the product reviews.Consumer purchases the best product with in his budget.
5.Post Purchase evaluation:After the purchase and with the product usage the evaluation is done to determine whether product is good or not.

B.Characteristics Of Organizational Buying Behavior are as follows:
1.Derived Demand
2.Geographical Concentration
3.Few Buyers And Large Volume
4.More Direct Channel Of Distribution
5.Rational Buying

It is important to know who will take part in the buying process, what criteria each member uses in evaluating prospective suppliers, and what influence each member has. It is also necessary to understand something not only about the psychology of the individuals involved but also how they work as a group. Who makes the decision to buy depends in part on the situation.

The stages in the Organizational Buying Behavior are as follows:
1.Problem recognition. The process begins when someone in the organization recognizes a problem or need that can be met by acquiring a good or service.
2.Need Description:Having recognized that a need exists, the buyers must add further refinement to its description.
3.Product specification:It includes the measures to be taken to decide the product specification.
4.Supplier search:It includes the process of identifying the best supplier.
5.Proposal solicitation. Qualified suppliers are next invited to submit proposals.Some suppliers send only a catalog or a sales representative.
6.Supplier selection. At this stage, the various proposals are screened and a choice is made. A significant part of this selection is evaluating the vendor.
7.Order-routine specification. The buyer now writes the final order with the chosen
supplier,with the quantity needed.
8.Performance .review. In this final stage, the buyer reviews the supplier\'s performance.