Models
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Webster And Wind • It considers four sets of variables: 1.Environmental 2.Organizational 3.Buying center 4.Individual Which, affect the buying- decision making process in a firm.
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![Page 1: Models](https://reader035.fdocuments.in/reader035/viewer/2022072004/563dbb35550346aa9aab300b/html5/thumbnails/1.jpg)
Webster And Wind• It considers four sets of variables:1.Environmental2.Organizational3.Buying center4.Individual Which, affect the buying-decision making
process in a firm.
![Page 2: Models](https://reader035.fdocuments.in/reader035/viewer/2022072004/563dbb35550346aa9aab300b/html5/thumbnails/2.jpg)
![Page 3: Models](https://reader035.fdocuments.in/reader035/viewer/2022072004/563dbb35550346aa9aab300b/html5/thumbnails/3.jpg)
Jagdish Sheth Model
• This model highlights the decision-making by two or more individuals jointly
• Psychological aspects of the decision-making individuals in the industrial buying behavior
• It includes three components and situational factors, which determine the choice of a supplier or a brand in the buying decision making process in an organization.
![Page 4: Models](https://reader035.fdocuments.in/reader035/viewer/2022072004/563dbb35550346aa9aab300b/html5/thumbnails/4.jpg)
![Page 5: Models](https://reader035.fdocuments.in/reader035/viewer/2022072004/563dbb35550346aa9aab300b/html5/thumbnails/5.jpg)
Buy Grid Model