CHAPTERS 5 6 Buying Behavior FIGURE 5 1

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

CHARTING THE ORGANIZATIONAL BUYING PROCESS STAGES IN THE ORGANIZATIONAL BUYING PROCESS 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

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

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