Consumer and Organizational Buyer Behavior

Consumers buy many goods to use to satisfy personal or family needs. Organizational buyers buy limited goods to use to conduct business. Consumer buying behavior is affected by age, occupation, income level, education, gender etc.

Consumer/Organisational behaviour is a concept that relates to why people buy one product and not another and why they patronise the activities of some business services and neglect the other

(ix) Consumer buying behaviour is on an emotional/impulse basis while organizational buying behaviour is on a rational basis. (x) Consumers buy a variety of goods to meet their personal needs while organizations buy limited goods for business use.

The 4 Types of Buying Behaviour
  • Extended Decision-Making.
  • Limited Decision-Making.
  • Habitual Buying Behavior.
  • Variety-Seeking Buying Behavior.
Organizations define and enforce rules for making buying decisions with purchasing policies, processes, and systems designed to ensure the right people have oversight and final approval of these decisions. Typically, more levels of consideration, review, and approval are required for more expensive purchases.


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