6. Evaluate their attributes on two aspects
Each consumer does not attribute the same
importance to each attribute
Use the information previously collected and his
perception or image
The evoked set (consideration set)
Inept set OR Inert set
Level of involvement of the consumer and the
importance of the purchase
Evaluation of alternative
7. choose the product or brand that seems most
appropriate
depend on the information and the selection made in
the previous step
Purchase Decision
10.
Organizational Buying
Behavior
Organization buying is the decision-makig process by
which formal organizations establish the need for purchased
and services and identify, evalute, and choose among
alternative brands and suppliers.
13. Users : These are the people who will directly use or
consume or require the product or service in order to
undertake their operational duties.
Influencers : These are individuals or groups who
help specify the requirements or provide information to
help evaluate the alternatives. People who provide
technical input are usually in this group.
Buyers : These individuals and groups have the
formal authority to select vendors and undertake the
Different groups or individuals may play
one or more of the following roles