8 stage Organizational Buying
Process
Focus of Organizational buying
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Value based buying
Formal vendor analysis
Focus on economic criteria
Quality
Total cost
Reliability
Value in use
8 stage model of organization buying
• 1. Problem recognition
• Determine product dimensions and
quantity
8 stage model of organization buying
• 3. Brief the description of product
characteristics
• 4. Search and qualification of potential
sources
8 stage model of organization buying
• Acquiring and analyzing proposals
received
• Evaluation of proposals and supplier
selection
8 stage model of organization buying
• 7. Selection of order schedule
• 8. Performance feedback and
evaluation
Types of organizational buying
• New-Task Buying
• Modified re-buying
• Straight re-buying