1. CHAPTERS 5-6
Buying Behavior

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

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

4. CONSUMER PURCHASE DECISION PROCESS
Habitual
Impulsive
5-4

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

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

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

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

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

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

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

12. 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

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