0202

Problem

How might internal politics affect a buyer’s behavior?

Step-by-step solution

Show all steps

Step 1/3

Decision making unit

Step 2/3

The industrial purchasing decision are made by multiple people in the organization and is undergone by number of process. The decision making is influenced by number of factors. Buyers are impacted by individual, personal factors, organizational and environmental factors. Business customer are one who buy on behalf of the organization rather than for personal use. The decision-making unit of the organization undertakes research and development and based on the approval the decision to purchase is undertaken.

Step 3/3

Internal politics of the organization does impact the decision making of the buyer. Internal politics would influence the items to be purchased and from where to purchase. There could be certain employees who would earn commission from certain vendor and thus they would put forth the application to purchase from that vendor. The own benefit of a person could impact the decision making.