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MARKETING AND SALES MANAGEMENT
CHECK POINT 82: BUYING BEHAVIOR

Please Select Any Topic In Check Point 82 Below And Click.

1. classification of the buyers' markets
2. key questions related to the buyers' markets
3. the consumer market
4. a study of consumer behavior
5. consumer buying behavior factors
6. the consumer decision-making process
7. consumer spending patterns
8. current trends in the consumer market
9. the organizational market
10. characteristics of organizational markets
11. organizational buying behavior factors
12. the organizational decision-making process
13. individual buying behavior
14. for serious business owners only
15. the latest information online
 

DO I NEED TO KNOW THIS CHECK POINT?

 

WELCOME TO CHECK POINT 82

TUTORIAL 1 General Management TUTORIAL 2 Human
Resources Management
TUTORIAL 3 Financial Management TUTORIAL 4 Operations Management TUTORIAL 5 Marketing
And Sales Management
1 6 11 16 21 26 31 36 41 46 51 56 61 66 71 76 81 86 91 96
2 7 12 17 22 27 32 37 42 47 52 57 62 67 72 77 82 87 92 97
3 8 13 18 23 28 33 38 43 48 53 58 63 68 73 78 83 88 93 98
4 9 14 19 24 29 34 39 44 49 54 59 64 69 74 79 84 89 94 99
5 10 15 20 25 30 35 40 45 50 55 60 65 70 75 80 85 90 95 100
 

HOW CAN YOU BENEFIT FROM CHECK POINT 82?

 
The main purpose of this check point is to provide you and your management team with detailed information about Buying Behavior and how to apply this information to maximize your company's performance.
 
In this check point you will learn:
 
• About the classification of buyers' markets.
• About key questions related to buyers' markets.
• About specific details related to the consumer market.
• About key aspects in the area of consumer behavior.
• About consumer buying behavior factors.
• About steps in the consumer decision-making process.
• About consumer spending patterns at different income levels.
• About current trends in the consumer market.
• About various types and elements of the organizational market.
• About organizational buying behavior factors... and much more.
 

LEAN MANAGEMENT GUIDELINES FOR CHECK POINT 82

 
You and your management team should become familiar with the basic Lean Management principles, guidelines, and tools provided in this program and apply them appropriately to the content of this check point.
 
You and your team should adhere to basic lean management guidelines on a continuous basis:
 
Treat your customers as the most important part of your business.
Provide your customers with the best possible value of products and services.
Meet your customers' requirements with a positive energy on a timely basis.
Provide your customers with consistent and reliable after-sales service.
Treat your customers, employees, suppliers, and business associates with genuine respect.
Identify your company's operational weaknesses, non-value-added activities, and waste.
Implement the process of continuous improvements on organization-wide basis.
Eliminate or minimize your company's non-value-added activities and waste.
Streamline your company's operational processes and maximize overall flow efficiency.
Reduce your company's operational costs in all areas of business activities.
Maximize the quality at the source of all operational processes and activities.
Ensure regular evaluation of your employees' performance and required level of knowledge.
Implement fair compensation of your employees based on their overall performance.
Motivate your partners and employees to adhere to high ethical standards of behavior.
Maximize safety for your customers, employees, suppliers, and business associates.
Provide opportunities for a continuous professional growth of partners and employees.
Pay attention to "how" positive results are achieved and constantly try to improve them.
Cultivate long-term relationships with your customers, suppliers, employees, and business associates.

1. CLASSIFICATION OF THE BUYERS' MARKETS

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BUYERS' MARKETS

Business owners and marketing managers must have a strong understanding of buying behavior to ensure a successful implementation of the marketing management process in various buyers' markets.

Buyers' Markets differ in their nature and size and are classified into several specific types illustrated below.

CLASSIFICATION OF THE BUYERS' MARKETS

 
The Consumer Market   The Organizational Market
This market consists of all individuals and households that purchase products and services for personal use.

 

This market consists of all individuals and organizations that purchase products and services for a broad range of organizational or commercial purposes.

The Organizational Market can be further sub-divided into two categories illustrated below.

CLASSIFICATION OF THE ORGANIZATIONAL MARKET

 
The Government Market   The Business Market
This market consists of local, state, and federal governmental organizations that purchase products and services to fulfill their functional objectives.

 

This market consists of all individuals and organizations that purchase products and services for various commercial purposes.

The Business Market can be further sub-divided into two categories illustrated below.

CLASSIFICATION OF THE BUSINESS MARKET

 
The Producer Market   The Reseller Market
This market consists of all individuals and organizations that purchase products and services for their own manufacturing needs and supply the produced goods and services to others at a profit.

 

This market consists of all individuals and organizations that purchase products with the sole purpose of reselling them to others at a profit, i.e. wholesalers and retailers.
 

ADDITIONAL INFORMATION ONLINE

How To Get Customers By MarieForleo.
Understand Consumer Marketing Trends By Tfreers.
B2B Marketing In A Digital World By Richard Robinson, Google UK.
The Consumer Goods Markets By Stephane Gard, KPMGSwitzerland.
The Differences Between B2B And B2B Marketing By Mark Walters, WaltersWorld.

2. KEY QUESTIONS RELATED TO THE BUYERS’ MARKETS

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UNDERSTANDING BUYING BEHAVIOR

In order to understand Buying Behavior in various markets, it is necessary to provide answers to a number of questions outlined below.

Once the marketing manager is able to find answers to these questions, it will provide a positive beginning to the marketing management process in your company.

KEY QUESTIONS IN UNDERSTANDING BUYING BEHAVIOR

1.

Who Buys?  
What kind of people initiate the purchasing procedure and who places the actual purchase order?

2.

What Do They Buy?
What kind of products or services are being purchased?

3.

How Much Do They Buy?
In what quantities and how frequently are products or services being purchased?

4.

How Do They Buy?
What procurement methods are being used during the purchasing procedure?

5.

Why Do They Buy?
What are the reasons for purchasing specific products or services?

6.

When Do They Buy?
Is there any particular time when people may need and, subsequently, buy products or services in larger quantities?

 

ADDITIONAL INFORMATION ONLINE

Consumer Behavior Part 1 By Myles Bassell.
Consumer Behavior Part 2 By Myles Bassell.
Consumer Behavior Part 3 By Myles Bassell.
Consumer Behavior Part 4 By Myles Bassell.
Color Psychology And Human Behavior By Jane Frankland And Bernay Laiti.

3. THE CONSUMER MARKET

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THE CONSUMER MARKET

The Consumer Market represents people in the United States and all over the world who have money to spend for products and services. 

Based on the recent U.S. Census Bureau demographic reports, the consumer market is summarized below.

DATA FROM THE U.S. CENSUS BUREAU

 
World Population   U.S. Population

There are approximately 7.17 Billion people in the world today and the world population is expected to increase to about 7.9 Billion in year 2025.

 

There are approximately 318 million people in the USA today and the U.S. population is expected to reach 330 million by the year 2020.

CONSUMERS OF TOMORROW

You and your marketing management team must develop strong understanding of needs generated by each of the consumer market groups in your specific target market areas. You must also consider the growing needs of young generation born after the year 2000, the Consumers Of Tomorrow, and prepare your company for new opportunities in the marketplace.

According to detailed reports contained in U.S. Census Bureau, the U.S. Market has the largest number of buyers and it includes four main population groups outlined below.

CLASSIFICATION OF THE U.S. BUYERS' MARKET

The Baby Boomers Generation.

  • This generation includes about 78 million people born between 1946 and 1964. Today baby boomers account for about 30 percent of the population, but they represent approximately 50 percent of the total personal income. The baby boomers represent a strong market for housing and related products, cars, health food and fitness products, travel and financial services.

Generation X Or The GenXers.

  • This generation includes about 50 million people born between 1965 and 1976. This generation has fair resources, growing families, and a more skeptical approach. The GenXers are the largest consumer market in the U.S.

Generation Y Or The Millennials Or The Echo Boomers.

  • This generation of baby boomers' children includes about 83 million people born between 1977 and mid-1990s. This generation has growing resources and they generate large demand for products designed for adults. This generation is active online and represents, therefore, a serious market potential on the Internet.

Generation Z Or The "Digital Natives".

  • According to report published in 2014, this generation includes about 25% of the world population - people born between mid-1990s till 2010. This generation has very limited resources, but they generate large demand for products designed for children, teenagers, and young adults. This generation is particularly active online and represents, therefore, a serious market potential on the Internet.

Generation Alpha.

  • This is generation of children born after 2010 and raised by Generation X and Y. This generation does not have its own resource, but it generates substantial demand for products and services for children. This generation is predicted to adopt the latest technology faster and use various types of electronic products and services on a wider scale.

AVERAGE HOUSEHOLD SIZE

According to the U.S. Census Bureau, the Average Household Size in the United States is approximately 2.7 persons per family and the Median Age of the population is about 32 years.  The percentages and projections related to the age distribution of the population in the U.S. are illustrated below.

DISTRIBUTION OF THE U.S. POPULATION BY AGE (%)

Age Group 2100 2030 2040 2050
Under 5 6.6 6.4 6.4 6.4
5-13

12.5

11.7

11.5

11.6

14-17 5.9 5.3 5.3 5.2
18-24 9.8 9.1 9.2 9.0
25-34

12.7

12.4

12.4

12.5

35-44 14.8 12.9 12.9 12.2
45-64 24.9 22.1 22.1 22.5
65-older

12.7

20.2

20.2

20.6

© U.S. Census Bureau, Current Population Reports

STATISTICAL INFORMATION ABOUT THE CONSUMER MARKETS ONLINE

There is a continuous geographic shift of the U.S. population which affects the overall population growth in various states. Additional statistical information pertinent to consumer markets and actual population numbers may be found in two main sources online:

U.S. Census Bureau

U.S. Government Printing Office

ReportLinker

There are numerous sources of statistical information online related to consumer and organizational markets. Some of the most popular sources are presented below.

ADDITIONAL INFORMATION ABOUT THE CONSUMER MARKETS ONLINE

 

4. A STUDY OF CONSUMER BEHAVIOR

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CONSUMER BEHAVIOR

A successful implementation of the marketing management process requires the marketing manager to understand various aspects of Consumer Behavior

The study of consumer behavior entails examination of several issues outlined below.(8)

KEY ASPECTS IN THE AREA OF CONSUMER BEHAVIOR

1.

Consumer behavior relates to the behavior of individual buyers in the marketplace and its purpose is to explain the manner in which they purchase and use products and services.

2.

Consumer behavior is based on a multi-disciplinary approach and it is supported by information gained from various fields such as psychology, sociology, economics, and demographics research.

3.

Consumer behavior entails evaluation of factors that influence the product or service buying decisions and product and service usage during the buying process and after the purchase has been made.

4.

Consumer behavior is concerned with the buying process by which consumers reach buying decisions and how that process varies betweenindividuals in relation to products and services they buy.

 

ADDITIONAL INFORMATION ONLINE

Consumer Decision Making By Gail Tom 1.
Consumer Purchase Behavior By Dan McCarthy, MarketingManSite.
Understanding Buyer Personas By Tony Zambito, AQ's Blog & Grill.
Understanding Customer Behavior By Maurice Allin, AQ's Blog & Grill.
Understanding Buying Behavior To Impact Sales By Brian Trapp, SLOCOC.

5. CONSUMER BUYING BEHAVIOR FACTORS

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CONSUMER BUYING BEHAVIOR

Consumer buying behavior is influenced by several factors that must be understood by the marketing and sales managers. 

Main Consumer Behavior Factors are illustrated below.

CONSUMER BUYING BEHAVIOR FACTORS

   
Strategic
Marketing
Factors
  Consumer's
Individual
Factors
  Social
 And Economic
Factors

These factors include:

  • Product.
  • Price.
  • Promotion.
  • Place (Distribution).
 

These factors include:

  • Culture.
  • Values.
  • Requirements.
  • Attitudes.
  • Experience.
  • Age.
 

These factors include:

  • Occupation.
  • Social factors.
  • Economic factors.
  • Family and friends.
  • Lifestyle.
 

ADDITIONAL INFORMATION ONLINE

Consumer Buying Behavior By Tasweeeging.
Consumer Buying Behavior By MarketingGroup786.
Consumer Buying Influences By Kim Donahue, Indiana University.
Impact Of Culture On Consumer Buying Behavior By Shreya Mishra.
Personal Factors That Affect People's Buying Behavior By DrBrudvig.

6. THE CONSUMER DECISION-MAKING PROCESS

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THE CONSUMER DECISION-MAKING PROCESS

The integral part of an ordinary buying behavior is the consumer decision-making process. This process, illustrated below, has a number of steps that enable the consumer to satisfy specific needs.

STEPS IN THE CONSUMER DECISION-MAKING PROCESS

Step 1:  Identification Of The Problem.

The consumer identifies a specific problem and recognizes the need to solve it.

Step 2: Internal Search For A Solution.

The consumer evaluates existing knowledge and past experience in solving a similar problem.

Step 3: External Search For A Solution.

The consumer examines new information in the marketplace that may lead to solution of the existing problem

Step 4: Making A Buying Decision.

The consumer decides on the most suitable method of solving the existing problem.

Step 5: Evaluation Of The Buying Decision And Subsequent Action.

The consumer evaluates the decision and subsequent action, and utilizes the acquired experience in making similar decisions in the future.

 

ADDITIONAL INFORMATION ONLINE

Consumer's Decision Making By Piyachol S.
Consumer Decision Making Process By Jason Richea.
Consumer Decision-Making Process By Alexander Cohen.
The Consumer Behavior Decision Making Process By Mark Wolters.
The Consumer Buying Process By Matt Alanis, Alanis Business Academy.

7. CONSUMER SPENDING PATTERNS

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CONSUMER SPENDING PATTERNS

Another important element of marketing information which should be taken into account by the marketing manager relates to the changing Consumer Spending Patterns. Some of the most reliable information online related to consumer spending patterns is provided by:

The consumer spending patterns depend upon the Average Income Per Person, or Average Income Per Family, and are summarized below.

CONSUMER SPENDING AT DIFFERENT INCOME LEVELS

Expenditure

Income Level

$10,000 -15,000

$20,000 - 30,000

$50,000 And Over

Food

17.7 15.8 12.6

Housing

24.8 23.0 24.9

Utilities

8.6

7.1 4.7

Clothing

5.4 5.8 5.8

Transportation

17.4 19.1 17.6

Health Care

7.8

5.5 3.7

Entertainment

3.7 4.7 6.1

Tobacco

1.5 1.2 0.5

Contributions

2.2

2.9 4.3

Insurance/ Pensions

4.5 8.2 13.2

Other

6.3

6.7 6.6
Note: All values above are percentages of the Annual Income for each consumer group. 
 
© Consumer Expenditure Survey, U.S. Department Of Labor, Bureau Of Labor Statistics,
 

ADDITIONAL INFORMATION ONLINE

Students - Spending Habits By VoxPopsInternational.
Consumers Spending Patterns By Prasad Iyer, MasterCardWorldwide.
Trends In Consumer Goods And Retail By Garth Saloner, Stanford GSB.
Shrinking Middle Class Consumers By Nelson Schwartz, H. Sreenivasan, PBS.
The Truth About Savings And Consumption By Steve Patterson, FeeSeminars.

8. CURRENT TRENDS IN THE CONSUMER MARKET

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TRENDS IN THE CONSUMER MARKET

Marketing managers must realize that the consumer market in the United States undergoes a continuous process of change and adjustment. Some of the typical changes, or trends, in the Consumer Market are summarized below. (9)

All of these trends play an important role in understanding the consumer market behavior and provide a better insight in the overall marketing management process.

CURRENT TRENDS IN THE CONSUMER MARKET

1.

Changing demographic environment, where about 78 million Baby Boomers, born between 1946 and 1964, now account for about one third of the total population and represent about 50 percent of the total buying power.

2.

Generation X, or the GenXers, which includes about 50 million people, born between 1965 and 1976, are expected to overtake the baby boomers by 2014 and become the largest consumer market in the US.

3.

Generation Y, or the Millennials, or the Echo Boomers, which includes about 83 million people, born between 1977 and 1994, generate growing demand for products and services online. Generation Z,

4.

Generation Z, or the "Digital Natives", includes about 25% of the world population - people born between 1995 till 2010, and expected to generate growing demand for products and services online.

5.

People marry later in life and have fewer children.

6.

The number of married couples continues to decline.

7.

Number of working women is increasing dramatically.

8.

About 65 percent of women will be in the labor force by 2014.

9.

47 percent of all households will be non-family or single parent households by the year 2014.

10.

Younger adults move out of their parents' home earlier in life.

11.

The divorce rate is about 50 percent and may increase further due to difficult economic conditions.

12.

The percentage of more educated people is increasing.

13.

People are becoming increasingly health conscious.

14.

People generally live longer.

15.

There are an increasing number of people who shop online for products and services.
 

ADDITIONAL INFORMATION ONLINE

Haagen-Dazs - Buyer Behavior By MAMC 2013, Pranav Desia.
IKEA - Buyer Behavior By University Of Westminster, Emilie Daryanto.
Cultural And Behavioral Characteristics Of Hispanic Market By Terry Soto.
Kit Kat - Buyer Behavior By University Of Westminster, Ryo Saputra Limijaya.
Starbucks - Buyer Behavior By University Of Westminster, SweetPlaceboDream.

9. THE ORGANIZATIONAL MARKET

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THE ORGANIZATIONAL MARKET

The Organizational Market represents another important consideration for the marketing manager. 

Although the organizational market is much smaller than the consumer market in terms of the number of buyers, it generates the largest aggregate dollar volume of purchases. As mentioned earlier, the organizational markets can be classified into two types illustrated next.

TWO TYPES OF ORGANIZATIONAL MARKETS

 
Government
Market
  Business
Market
The Business Markets are further classified into two types illustrated below.

TWO TYPES OF BUSINESS MARKETS

 
Producers
Market
  Resellers
Market
The organizational market includes all industrial, commercial, and government organizations outlined below.

ELEMENTS OF THE ORGANIZATIONAL MARKET

1.

Manufacturers.

2.

Service companies.

3.

Wholesalers.

4.

Retailers.

5.

Contractors.

6.

Project management companies.

7.

Farmers.

8.

Government organizations.

The organizational market is best characterized by the size of various organizations as illustrated below.

CLASSIFICATION OF THE ORGANIZATIONAL MARKET BY A COMPANY'S SIZE

Type
 Of
Organization

Number
Of 
Employees

Percent
Of
Total Companies

Percent 
Of
Total Employees

Manufacturers

1 - 9 45 2
10 - 49 34 10

50 - 249

16 24
250  - 999 4 27
1000 - over 1 36

Wholesalers

1 - 4 43 7
5 - 9 24 12

10 - 9

29 44
50 - over 4 37
© County Business Patterns (Adapted)

The organizational markets generate a continuous need for three types of products and services illustrated below.

TYPES OF PRODUCTS AND SERVICES
GENERATED BY THE ORGANIZATIONAL MARKET

   
Consumer
Goods
  Industrial
Goods
  Organizational
Services

These include all products that are ultimately purchased and used by individual consumers.

 

These include raw materials, components, capital equipment, accessory equipment, and consumables purchased by organizations.

 

These include all services rendered by individuals or organizations for other organizations.

 

ADDITIONAL INFORMATION ONLINE

B2B Marketing Strategies Part 1 By Ryan McKinney.
B2B Marketing Strategies Part 2 By Joshua Boles.
B2B Marketing In A Digital World By Richard Robinson, Google UK.
What's Next In B2B Digital Marketing By Scott Cohen, DMN3Social.
Smart Ways To Market A Service Business By Diana Ransom, Entrepreneur.

10. CHARACTERISTICS OF ORGANIZATIONAL MARKETS

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THE ORGANIZATIONAL MARKET

The Organizational Market, and, particularly, the Business Market has certain characteristics, which are outlined below.(10)

THE CHARACTERISTICS OF ORGANIZATIONAL MARKETS

1.

There are less potential customers in the business markets in comparison with the consumer markets.

2.

The value of the business markets is substantially higher per potential customer in comparison with the consumer markets.

3.

Existing and potential customers are concentrated in smaller geographic areas in comparison with the consumer markets.

4.

Price changes in the business markets usually do not affect the demand for products and services as much is they do in the consumer markets.

5.

Demand for products and services in business markets may fluctuate more frequently in comparison with the consumer markets.

6.

There are more people involved in the business decision-making process in comparison with the individual consumer's buying process.

7.

The buying process in the business markets is generally formal, more complex, and requires more professional expertise in comparison with the consumer markets.

8.

The buying process in the business markets is often based on repetitive orders by buyers who established long-term close relations with reliable suppliers.

9.

The buying process in the business markets is often carried out between the suppliers and the end-users, bypassing the intermediaries.

10.

The buying process in the business markets is sometimes based on reciprocity and even bartering whereby the buyer and the seller exchange goods or services for mutual benefit.

 

ADDITIONAL INFORMATION ONLINE

B2C Vs B2B The Basics By Tom Zobel.
B2B E-Commerce Platform By Nexternal.
Government Market Overview By Kevin Plexico, SIIA12.
The Future Of B2B E-Commerce By John DiStefano, AribaSpendManager.
B2B E-Commerce Vs B2C E-Commerce By James Mallory, E2B Teknologies.

11. ORGANIZATIONAL BUYING BEHAVIOR FACTORS

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ORGANIZATIONAL BUYING BEHAVIOR

A broad range of products and services is purchased by various organizations in accordance with specific buying practices discussed in Materials Purchasing in Tutorial 4.

These practices are guided by Organizational Buying Behavior and are influenced by a number of factors illustrated below.

ORGANIZATIONAL BUYING BEHAVIOR FACTORS

     
Strategic
Marketing
Factors
  Consumer's
Individual
Factors
  Social
And Economic
Factors
  Environmental
Factors

These factors
include:

  • Company's 
       structure.
  • Policy.
  • Objectives.
  • Plans.
  • Employees.
 

These factors
include:

  • Personal 
       values.
  • Requirements.
  • Buyer's 
       attitudes.
  • Buyer's 
       experience.
 

These factors
include:

  • Relationships 
       with existing
       suppliers.
  • Relationships 
       with potential 
       suppliers.
 

These factors
include:

  • External 
       environment.
  • Economic 
       conditions.
  • Political 
       conditions.
 

ADDITIONAL INFORMATION ONLINE

How B2B Buyers Think By S. Combs, 3rd Planet Media.
Organizational Behavior By Don Wicker, BPortCollege.
B2B Buying Behavior By April Dunford, OpenViewVenture.
Business Markets And Buying Behavior By Mkt230Group6.
Organizational Dimension Of Decision-Making By David Frame, UMTWebedu.

12. THE ORGANIZATIONAL DECISION-MAKING PROCESS

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THE ORGANIZATIONAL DECISION-MAKING PROCESS

The Organizational Decision-Making Process used by organizational buyers is similar to the consumer decision-making process described earlier. This process includes a number of steps outlined below.

STEPS IN THE ORGANIZATIONAL DECISION-MAKING PROCESS

Step 1: Identification Of The Problem.

The organizational buyer identifies a specific problem and recognizes the need to solve it.

Step 2: Internal Search For A Solution.

The organizational buyer evaluates existing knowledge and past experience in solving a similar problem.

Step 3: External Search For A Solution.

The organizational buyer examines new information in the marketplace that may lead to the solution of an existing problem.

Step 4: Making A Buying Decision.

The consumer decides on the most suitable method of solving the existing problem.

Step 5: Evaluation Of The Buying Decision And Subsequent Action.

The organizational buyer evaluates the decision and subsequent action and utilizes the acquired experience in making similar decisions in the future.

 

ADDITIONAL INFORMATION ONLINE

B2B Buying Center By B2BWhiteBoard.
The Organizational Buying Process By ClassroomVideo.
The B2B Buying Process By Mark Wolters, WoltersWorld.
B2B Buying Situations Explained By Mark Wolters, WoltersWorld.
Radically Different Decision-Making Process By Brian Robertson, HolocracyOne.

13. INDIVIDUAL BUYING BEHAVIOR

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INDIVIDUAL BUYING BEHAVIOR

Successful planning and implementation of marketing strategies also depends upon the ability of the marketing and sales employees to understand Individual Buying Behavior of prospective customers or organizational buyers.

When dealing with customers or buyers, particularly in the area of personal selling, it is essential to be aware of a broad range of Personality Types which may exist in the marketplace. Some of these personality types are described below. (11)

RANGE OF PERSONALITY TYPES IN THE MARKETPLACE

1.

A Friendly Buyer.
A prospect knows you, your company and your products well from the past experience.

2.

A Bargain Hunter.
A prospect is looking for the best deal and will not relax until he gets it.

3.

A Prudent Buyer.
A prospect follows the formality and is shopping around by meeting many sellers and getting numerous estimates.

4.

An Evasive Buyer.
A prospect does not respond to your phone calls, and it is hard to make an appointment with him.

5.

A Complaining Buyer.
A prospect always complains about something, is never satisfied, and is usually demonstrating a negative attitude.

6.

An Organized Buyer.
A prospect prepares a detailed list of what he wants to buy. He is very nit-picking and knows exactly what he wants.

7.

A Controlling Buyer.
A prospect wants to be in control at all times during the buying process. He may demonstrate some arrogance and even rudeness.

8.

A Suspicious Buyer.
A prospect may question everything that he hears about a particular product or service.

9.

A Domineering Buyer.
A prospect may demonstrate a strong will and domineering attitude toward everybody with whom he gets into contact.

Note:

Any reference to gender means "he" or "she" throughout the text.

 

ADDITIONAL INFORMATION ONLINE

Understanding Individual buying Behavior By Mark Bowman.
Identify Your Prospects Personality Types By PrintLabelAndMail.
Discover Your Personality Type/Meyers Briggs By PersonalityDesk.
The 4 Personality Types/Kiersey Personality Sorter By WANTInstiitute.
Popular Myths About Personality Types By Danielle Durland, InterPersonality.

14. FOR SERIOUS BUSINESS OWNERS ONLY

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ARE YOU SERIOUS ABOUT YOUR BUSINESS TODAY?

Reprinted with permission.

15. THE LATEST INFORMATION ONLINE

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1.

Learn about the Membership Benefits, join Lean Business Club, and never feel lonely at the top again.

2.

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3.

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If you are U.S. Veteran, your membership in Lean Business Club and complete access to the Lean Business 2100 Management Program online will be available to you free of charge for an unlimited period.

 

LESSON FOR TODAY:
People Buy For Their Reasons, Not Yours!
Joe Griffith