Buyer Behaviour

Buyer Behaviour Assignment Topic – Buying Decision Process in

Business Market

Name – Samriddh Singh

Roll No – I035

SAP No – 71110110027

William D .P Jr and Joseph P(1999) research contributes to the

emerging body of knowledge in the business market arena. Building

from theories of relationships and empirical research across several

disciplines, the authors specify six key underlying dimensions

(connectors) that characterize the manner in which buyers and

sellers relate and conduct relationships. Measures for these

relationship connectors (information exchange, operational linkages,

legal bonds, cooperation, and relationship-specific adaptations by

buyers and sellers) are developed in a series of pre-tests. The

research specifies antecedent market and purchase situations and

shows that they affect when specific types of relationships are used.

The research also shows how customer satisfaction and evaluations

of supplier performance vary across different types of relationships.

The results provide new insights about the nature of relationships in

business markets. Frederick E Webster Jr.(1965) contributed that

study of the industrial buying process has been hindered by the lack

of a conceptual framework, or model. Without an analytical

structure, it is difficult to identify the critical variables and

relationships which need explanation. A preliminary descriptive

model is offered which breaks the industrial buying process into four

elements: problem recognition, assignment of organizational

responsibility, the search process, and the choice process.

Eric Jacquet-Lagreze and Melvin F. Shakun (1984) contributed that by

using recent research on evolutionary systems design and on the

process of learning preferences in multicriteria decision making, a

Decision Support System (DSS) is proposed for semi-structured

buying decisions. The general decision process model involves four

phases and feedbacks among them. It selecting criteria and...