Organizational buying behaviour

1.Explain the key differences between consumer buying behaviour and organizational buying behaviour.

2. Explain the factors that affect consumer buying behaviour and organizational buying behaviour.

3.What are the roles played by each member of the decision-making unit of an organization?

4.Discuss how the emergence of the Internet has changed consumers’ buying behaviour.

1 Explain why it is important to understand consumer buying behaviour and how such understanding can be utilized to achieve a competitive advantage?

2 Identify key roles played by consumers in making a decision to purchase a product or service.

3 Explain the ‘buyer’s black box’ theory of consumer behaviour. Why is it important for marketers to understand the interactions between marketing stimuli and the buyer’s black box?


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