7/28/2019 Organizational Buying and Buying Behavior

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=#6

Mhgptar Wuastdcbs Phgt gra tha purmhgsdb` cfnamtdvas ci fusdbass fuyars3

Hcw ds tha fuydb` prcmass (fuyphgsas$ ci cr`gbdsgtdcbs3

Phgt gra tha typas ci fuydb` sdtugtdcbs (fuymkgssas$ db

fusdbass cr`gbdsgtdcbs3

Phgt ds tha fuy`rdj irgeawcro3

Phc gra fuydb` mabtra eaefars gbj oay dbikuabtdgks3

Phgt gra tha rckas db cr`gbdsgtdcbgk fuydb`3

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7/28/2019 Organizational Buying and Buying Behavior

3/10

\urmhgsdb` Cfnamtdvas ci Fusdbass Fuyars

\urmhgsa cfnamtdvas \ariamt jakdvary #ragjy gvgdkgfdkdty

]upardcr qugkdty ci prcjumt # sarvdma

Kcwast prdma

@ccj kcb`%tare suppkdar rakgtdcbshdp

\arscbgk cfnamtdvas

Hd`har stgtus

Ncf samurdty ]gkgry dbmraeabts

\rcectdcbs

]cmdgk mcbsdjargtdcbs

=#=

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7/28/2019 Organizational Buying and Buying Behavior

4/10

Fuydb` \rcmass ci cr`gbdsgtdcbgk

Fuyars

Ad`ht phgsas (Fuyphgsas$ ci fuydb` prcmass>7" \rcfkae # Baaj ramc`bdtdcb

6" Jamdja mhgrgmtardstdms gbj qugbtdty baajaj

=" Javakcp spamdidmgtdcbs

:" ]agrmh icr suppkdars

1" Cftgdb prcpcsgks9" Avgkugta gbj sakamt suppkdars

0" ]akamt crjar rcutdba

8" \aricregbma iaajfgmo

=#:

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7/28/2019 Organizational Buying and Buying Behavior

5/10

Zypas ci Fuydb` ]dtugtdcbs (Fuymkgssas$

7"Baw Zgso # Baw purmhgsa Ecra dbicregtdcb+ rdso+ jamdsdcb tdea+ pacpka

dbvckvaj"

6" Ecjdidaj Vafuy # Mhgb`a db ]uppkdar

Jua tc axdstdb` suppkdars pccr paricregbma+ cr

mhgb`a db spamdidmgtdcbs"

Habma+ sagrmh icr gktarbgta suppkdar

=#1

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7/28/2019 Organizational Buying and Buying Behavior

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=#0

Fuydb` Mabtra Eaefars Gbj Oay

Dbikuabtdgks Fuydb` mabtra+ cr purmhgsa mceedttaa+ mcbsdsts ci

eaefars whc egoa fuydb` jamdsdcbs+ shgra mceecb

cfnamtdvas gbj rdsos" Oay dbikuabtdgks gra tha iaw ecst dbikuabtdgk eaefars"

Fuydb` mabtra eaefars gra>

(7$ Zcp egbg`aeabt parscbs

(6$ Zamhbdmgk parscbs" Oay dbikuabtdgks icr baw tgso gbjecjdidaj rafuy sdtugtdcbs gbj tamhbdmgk prcjumt"

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7/28/2019 Organizational Buying and Buying Behavior

7/10

=#8

Vckas db cr`gbdsgtdcbgk Fuydb`

Qsars

Fuyars

Dbikuabtdgks

Jamdjars

@gtaoaapars

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7/28/2019 Organizational Buying and Buying Behavior

8/10

=#4

Ecjaks ci cr`gbdsgtdcbgk Fuydb`

FahgvdcurEcst depcrtgbt igmtcrs dbikuabmdb` cr`gbdsgtdcbgk

fuyars>

(7$ cr`gbdsgtdcbgk # Zgso crdabtaj(6$ \arscbgk # bcb%tgso crdabtaj

Ecst mceprahabsdva ecjaks>

Pafstar gbj Pdbj

]hath

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7/28/2019 Organizational Buying and Buying Behavior

9/10

Zha ]hath Ecjak

=#77

Mcepcbat%7 Mcepcbat%6 Mcepcbat%=]dtugtdcbgk

Igmtcrs

]uppkdar

cr

Frgbj mhcdma

Jdiiarabt db

dbjdvdjugk

fuyarsaxpamtgtdcbs

mgusaj fy

igmtcrs>

Fgmo`rcubj

Dbicregtdcb

scurmas\gst

purmhgsas

Ygrdgfkas thgt

jataredba di

fuydb`jamdsdcb ds

gutcbcecus

cr ncdbt >

\rcjumt

spamdidm

Mcepgbyspamdidm

Eathcjs

usaj icr

mcbikdmtrasckutdcb db

ncdbt

jamdsdcb

egodb`

prcmass

\rcfkaesckvdb`

\arsugsdcb

Fgr`gdbdb`

\ckdtdmodb`

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7/28/2019 Organizational Buying and Buying Behavior

10/10