What are the factors influences organisational buying behaviour?

Answer 1

Organizational buying behavior is influenced by several factors, including the characteristics of the organization itself (such as size, structure, and culture), the nature of the buying situation (such as the level of complexity and urgency), the buying center dynamics (including roles and relationships among members), external influences (such as economic conditions and regulatory environment), and the supplier's marketing efforts (such as pricing, quality, and service). These factors interact to shape the decision-making process in organizational buying and ultimately impact the choice of suppliers and products/services.

Answer 2

If your organization is a B to B organization, you must consider the factors that influence organizational buying decisions, when developing your marketing plans and sales strategies. To know more about these factors, keep reading.

• Organizational buying is much more complex than consumer buying, and thus deserves to be studied separately. The entwined interpersonal relationships and the multiple communication processes between the organizational members, involved in the buying decision process, are some of the major contributors to this complexity. The list of affecting factors isn't limited to these; there are many more important determinants. Let's take a look at what factors influence organizational buyers and their buying behavior. But before that we'd just like to divert your attention to why organizational buying is so different.

• Unique Features of Organizational Buying
  1. Organizational buying is mostly a multi-person activity, and that's true for more than 90% of the organizational buying. Decisions for some of the bigger purchases may have participants from a range of departments and from different management levels. Think about the purchase of new software - it may require a collective decision made by end users and people from the IT, finance and administration departments.
  2. When organizations make purchases there is always a meticulous formal process that precedes the actual purchasing.
  3. Organizational buying decisions are never made at the spur of a moment. The buying decision making is stretched and this drag can even be a year long, when it comes to critical purchases.