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Friday, May 21, 2010

Factor that affect Industrial Buying Behavior

 Factor that affect the Industrial Buying Behavior 


a. Environmental Factor
  •  Level of demand
  •  Economic outlook
  •  Interest rate
  •  Rate of technological change
  •  Political and regulatory developments
  •  Competitive developments
  •  Social responsibility concerns
b. Organization Factor
  • Objectives
  • Policies
  • Procedures
  • Organizational structures
  • Systems
c. Interpersonal Factor
  • Interests
  • Authority
  • Status
  • Empathy
  • Persuasiveness
d. Individual factor
  • Age
  • Income
  • Education
  • Job position
  • Personality
  • Risk attitudes
  • Culture 

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