Organizational buying behaviour

1.Explain the key differences between consumer buying behaviour and organizational buying behaviour.

2. Explain the factors that affect consumer buying behaviour and organizational buying behaviour.

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3.What are the roles played by each member of the decision-making unit of an organization?

4.Discuss how the emergence of the Internet has changed consumers’ buying behaviour.

1 Explain why it is important to understand consumer buying behaviour and how such understanding can be utilized to achieve a competitive advantage?

2 Identify key roles played by consumers in making a decision to purchase a product or service.

3 Explain the ‘buyer’s black box’ theory of consumer behaviour. Why is it important for marketers to understand the interactions between marketing stimuli and the buyer’s black box?

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