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