Asst. Prof. Mitul Dhimar.

Marketing Management

Name : - Sunny Rathod. Milan Patel.

Roll No : - 29 , 22

Submitted To,

Factors Affecting Industrial Buying Behavior

The industrial and organizational buyers make buying decision to buy goods services for their organization's use to meet organization goals and objectives. They use their skills and buying methods to get the best deal from the sellers or suppliers. Many studies and research have been conducted in this field and have points out that many factors including personal and non-personal factors help in the buying decision process.

1. Environmental FactorsThese factors are external to the organization found in the and influenced by external by socio-economic-political-legal environment macro environment, marketing channel environment and public environment. These factors are not always within the control of buyer or seller organizations and they need o adjust to themselves according to environment factors.

2. Organizational FactorsEach organization has its internal objectives, policies, and rues organization culture and hierarchy or structure and system. Buying decisions are also influence by company’s atmosphere for honest and objective buying method.

3. Interpersonal FactorsAs all organizations are managed by people who carry out their respective roles assigned them, the buying decision involved several layers of human activity culminating into a group decisions and therefore, individual's status, authority, empathy, and persuasiveness.

4. Individual FactorsThe Organizational decisions are influenced by Individual personality traits, age, income, family background, education, designation and loyalty to organization. These factors will shape buyers attitude and mindset about certain manufacturer and products.

Thank You So Much……