CHAPTERS 5-6 Buying Behavior

FIGURE 5-1 The purchase decision process consists of five stages 5-2

FIGURE 5-1 The purchase decision process consists of five stages Consideration Set ALWAYS? 5-3

CONSUMER PURCHASE DECISION PROCESS Habitual Impulsive 5-4

CONSUMER PURCHASE DECISION PROCESS When you don’t have access to required information Heuristics

FIGURE 5-4 Influences on the consumer purchase decision process from both internal and external sources Involvement 5-6

FIGURE 5-3 Comparison of problem-solving variations: extended, limited, and routine 5-7

Influences on the consumer purchase decision process from both internal and external sources 5-8

Organizational Buying Behavior CHARTING THE ORGANIZATIONAL BUYING PROCESS STAGES IN THE ORGANIZATIONAL BUYING PROCESS Organizational Buying Behavior

Organizational Buying Behavior CHARTING THE ORGANIZATIONAL BUYING PROCESS STAGES IN THE ORGANIZATIONAL BUYING PROCESS Organizational Buying Behavior SWAM

FIGURE 6-3 The buying situation affects buying center behavior in different ways 6-11

Buyer-Seller Relationships and Supply Partnerships CHARACTERISTICS OF ORGANIZATIONAL BUYING Buyer-Seller Relationships and Supply Partnerships Transactional Strategic Alliances Joint Ventures Short term Contractual Agreements Long term Contractual Agreements

FIGURE 6-6 How buyer and seller participants and price behavior differ by type of online auction 6-13