Scribd Logo
Upload

Welcome to Scribd!

  • 45 views

    B2B Assignment - Group8 - Secb

    Uploaded by

    Aishwarya Solanki
    This document compares and contrasts several models of organizational and business buying behavior: 1) The Hobbesian Buyer Model focuses on the input and output variables, constructs, and exogenous variables that influence a buyer's decision-making process. 2) The Webster and Wind Model introduces human elements and assumes the same 5-phase buying process across situations. 3) The Sheth Model emphasizes the psychological aspects and joint decision-making of multiple individuals in an organization. The models differ in their components, conceptualization of the buying situation and levels of buying decisions. Strengths and weaknesses are discussed for each approach.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd

    B2B Assignment - Group8 - Secb

    Uploaded by

    Aishwarya Solanki
    45 views4 pages
    This document compares and contrasts several models of organizational and business buying behavior: 1) The Hobbesian Buyer Model focuses on the input and output variables, constructs, and exogenous variables that influence a buyer's decision-making process. 2) The Webster and Wind Model introduces human elements and assumes the same 5-phase buying process across situations. 3) The Sheth Model emphasizes the psychological aspects and joint decision-making of multiple individuals in an organization. The models differ in their components, conceptualization of the buying situation and levels of buying decisions. Strengths and weaknesses are discussed for each approach.

    Original Title

    B2B Assignment_group8_secB

    Copyright

    © © All Rights Reserved

    Available Formats

    PDF, TXT or read online from Scribd

    Did you find this document useful?

    Is this content inappropriate?

    This document compares and contrasts several models of organizational and business buying behavior: 1) The Hobbesian Buyer Model focuses on the input and output variables, constructs, and exogenous variables that influence a buyer's decision-making process. 2) The Webster and Wind Model introduces human elements and assumes the same 5-phase buying process across situations. 3) The Sheth Model emphasizes the psychological aspects and joint decision-making of multiple individuals in an organization. The models differ in their components, conceptualization of the buying situation and levels of buying decisions. Strengths and weaknesses are discussed for each approach.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    45 views4 pages

    B2B Assignment - Group8 - Secb

    Uploaded by

    Aishwarya Solanki
    This document compares and contrasts several models of organizational and business buying behavior: 1) The Hobbesian Buyer Model focuses on the input and output variables, constructs, and exogenous variables that influence a buyer's decision-making process. 2) The Webster and Wind Model introduces human elements and assumes the same 5-phase buying process across situations. 3) The Sheth Model emphasizes the psychological aspects and joint decision-making of multiple individuals in an organization. The models differ in their components, conceptualization of the buying situation and levels of buying decisions. Strengths and weaknesses are discussed for each approach.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    of 4

    Different Business/Organization Buying Behavior Model(s) and their

    Comparison with Webster and Wind Model.


    Submitted by: Group 8
    Aishwarya Solanki | Bidisha Pao | Bhavna Chapule | Deeksha A | Deeksha Singh |
    Kanika Bhagat

    Parameter The Hobbesian Buyer Webster and Wind Model Sheth model of
    Model Organizational Buying

    Components 1. Input variables 1. Environmental 1. Psychological


    2. Output Organizational aspect of an
    variables Individual variables individual involved
    3. Hypothetical 2. Buying Centre in decision making
    Constructs variables 2. Condition
    4. Exogenous provoking decision
    variables making
    3. Process of join
    Decision making

    Buying Buyer moves from The model introduces the This model believes that
    situation extensive to routinized human elements into the joint decision making
    problem solving organized industrial buying of the buying center can
    behaviour as he is faced and assumes the same buying be influenced by their
    by incomplete process for all buying experience
    information and limited situations
    abilities.

    Level of Three levels of Buying 5 phases of the buying 1. Initiation of the


    Buying decision extensive, process need recognition, buying decision
    decisions Limited and Routinized determining of specification, 2. Information
    response behaviour detection of choice and gathering
    choosing of suppliers. 3. Evaluation of
    alternatives
    4. Resolution of
    conflict among the
    parties if any, who
    must jointly decide.
    Weakness 1. Absence of 1. The model does not Situation factors can be
    sharp effectively explain the varied like economic
    distinctions specific influence of conditions, labour
    between key variables disputes, mergers and
    exogenous acquisitions. The model
    variables and does not explain their
    other variables influence on the buying
    2. Some of the process.
    not well-
    defined
    variables are
    difficult to
    measure
    3. Model is
    complex and
    not easy to
    comprehend

    Strength 1. Throws light 1. Comprehensive 1. Illustrates that the


    mainly on the 2. Applicable generally buying decision in
    behaviour of 3. Analytical an organization is
    family buyers 4. Identifies many key a collective
    2. States that variables decision wherein
    organizational the psychological
    buyers can be build-up plays a
    appealed on critical role
    both personal 2. The six factors
    and which expedite the
    organizational decision-making
    grounds process can be
    divided into: three
    appertaining to the
    characteristics of
    the product and
    three to the
    characteristics of
    buyer’s
    organization

    Robinson, Faris and Wind Model


    Factors The Nelson Box Model
    Buy classes determining situation in
    Components which buying occurs: 1. Elements of organizational
    1. New Task behaviour combined with
    2. Modified Rebuy consumer behaviour
    3. Straight Rebuy 2. Individual, social, organizational
    and environmental factors

    Buying situation The major implication of this model is The general buying decision includes
    that the situation (Buyclasses) play a the decision to initiate a project.
    huge role in the buying decision
    The technical buying decision involves
    actual mechanics of transportation,
    drawing up of contracts, final price and
    payment negotiations etc.
    Buyphases determining the steps to
    Level of Buying make an industrial buying decision 1.General buying decision
    decisions 1. Problem Recognition
    2. Characteristic Determination 2.Concrete buying decision
    3. Characteristic Description
    4. Search for Sources 3.Decision concerned with appropriate
    5. Acquisition of Proposal suppliers and products
    6. Evaluation
    4.Technical buying decision
    7. Selection
    8. Performance Feedback

    Weakness 1. Product focused, negligent The model takes into considerations the
    about services assumptions which can act as a hindrance
    2. Lack of importance given to in the real-world situation
    sales acquisitions
    3. Ignoring the influence of the
    supplier on buying decisions

    Strengths 1. Focused on buying situation It is worthy of note that the Nelson


    2. Relates to all purchase model also captures the individuals,
    situations social, organizational and environmental
    3. Observes that buyer factors as well as the task and non-task
    behaviour changes according factors that influence organizational
    to whether a purchase is a buying behaviour
    new task, modified rebuy, or
    straight rebuy
    4. A strong basis for a formal
    selection process
    References

    1) JORIND 11(1), June, 2013. ISSN 1596-8308. www.transcampus.org/journals;


    www.ajol.info/journals/jorind/A REVIEW OF ORGANIZATIONAL BUYER BEHAVIOUR MODELS AND
    THEORIES

    You might also like