abhishreshthaa
New member
Major Influencers
Environmental
Organisational
Interpersonal
Individual
Cultural
Environmental
Macro views eg.production levels,investment,consumer spending,interest rates,technological changes,political - regulatory,eco - friendly developments
You may like to store up raw materials fearing an impending scarcity or you may like to sign up some long term agreements
Organizational
Purchase department
Cross - functional roles - team operation
Centralised purchasing - economical,better deals,easy for supplies to interact at one point
Decentralisation of low price items
Internet purchasing
Long term contracts
Supplier evaluation
JIT
Interpersonal
The seller has to be sensitive to the group dynamics existing in the organization involved in the buying process. To that extent any prior information researched before the purchase decision is taken is invaluable for the selling organization.
Individual
‘keep it simple’
own expert
want the best
want everything done
‘negotiators’
Cultural Factors
Necessary to know the local culture.
Business buyers buy to reduce operating costs or satisfy social or legal obligations
Environmental
Organisational
Interpersonal
Individual
Cultural
Environmental
Macro views eg.production levels,investment,consumer spending,interest rates,technological changes,political - regulatory,eco - friendly developments
You may like to store up raw materials fearing an impending scarcity or you may like to sign up some long term agreements
Organizational
Purchase department
Cross - functional roles - team operation
Centralised purchasing - economical,better deals,easy for supplies to interact at one point
Decentralisation of low price items
Internet purchasing
Long term contracts
Supplier evaluation
JIT
Interpersonal
The seller has to be sensitive to the group dynamics existing in the organization involved in the buying process. To that extent any prior information researched before the purchase decision is taken is invaluable for the selling organization.
Individual
‘keep it simple’
own expert
want the best
want everything done
‘negotiators’
Cultural Factors
Necessary to know the local culture.
Business buyers buy to reduce operating costs or satisfy social or legal obligations