Consumer Behaviour

Recent Developments Impacting Organisational Buying: Adapting to a Changing Landscape

by | Feb 28, 2022

Organisational buying, also known as business-to-business (B2B) purchasing, is not immune to the ever-evolving business landscape. Recent developments have brought about significant changes in how organisations make buying decisions and interact with suppliers. In this blog, we’ll explore some of the noteworthy developments that have impacted organisational buying in recent times.

1. Digital Transformation

One of the most transformative developments in organisational buying is the widespread adoption of digital technology. The digital transformation has influenced B2B purchasing in several ways:

  • E-Procurement: Many organisations have implemented e-procurement systems, streamlining the purchasing process and enabling online supplier interactions.
  • Online Marketplaces: The rise of B2B online marketplaces has given buyers access to a broader range of suppliers and products, facilitating competitive pricing and choice.
  • Data Analytics: Data-driven insights are now instrumental in supplier selection and negotiation, helping organisations make more informed decisions.

2. E-Commerce and Self-Service

E-commerce platforms have become increasingly popular in the B2B space, allowing organisations to make purchases conveniently online. This shift towards self-service B2B e-commerce has:

  • Reduced Friction: Buyers can browse products, compare prices, and place orders online, reducing the need for extensive face-to-face interactions.
  • Enhanced Efficiency: The automation of routine purchasing tasks has improved efficiency, allowing buyers to focus on strategic decisions.
  • 24/7 Access: Organisations can make purchases at any time, making it easier to accommodate global operations and different time zones.

3. Personalization and Customer Experience

Organisations now expect a higher level of personalization and a positive customer experience in their B2B interactions. This has led to:

  • Tailored Offerings: Suppliers are increasingly offering personalized product recommendations and solutions based on the specific needs of the buying organisation.
  • Improved Communication: Enhanced communication channels and customer support contribute to a better overall experience.
  • Long-Term Relationships: Building strong, trust-based relationships with suppliers has become a key focus, as organisations seek partners who understand their unique requirements.

4. Sustainability and Corporate Responsibility

Sustainability and corporate responsibility have gained prominence in B2B purchasing decisions. Organisations are increasingly considering factors such as:

  • Environmental Impact: Suppliers’ environmental practices and commitment to sustainability are crucial considerations.
  • Ethical Sourcing: Companies are scrutinizing suppliers’ supply chain ethics, including labor practices and fair trade principles.
  • Regulatory Compliance: Ensuring that suppliers adhere to relevant environmental and ethical regulations is essential.

5. Globalization and Supply Chain Resilience

Globalization has expanded opportunities for sourcing suppliers internationally, but it has also brought challenges related to supply chain resilience. Recent developments include:

  • Supply Chain Disruptions: The COVID-19 pandemic highlighted vulnerabilities in global supply chains, prompting organisations to rethink their sourcing strategies.
  • Nearshoring and Reshoring: Some organisations are exploring options to bring production closer to home to reduce supply chain risks.
  • Diversification: Diversifying supplier bases to reduce reliance on single sources has become a strategy for mitigating supply chain disruptions.

Conclusion

Recent developments in technology, e-commerce, personalization, sustainability, and supply chain resilience have had a profound impact on organisational buying behavior. To thrive in this evolving landscape, businesses must adapt and embrace these changes. Navigating the complexities of B2B purchasing now requires a combination of digital savvy, a focus on customer experience, a commitment to sustainability, and a keen understanding of global supply chain dynamics.

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Consumer Behaviour

1 Consumer Behaviour-Nature, Scope, Models and Applications

  1. Introduction
  2. Nature of Consumer Behaviour
  3. Who is a Consumer?
  4. What is a Consumer Decision?
  5. Scope of Consumer Behaviour
  6. Decision Process
  7. Individual and Group Determinants of Consumer Decisions
  8. Models of Consumer Behaviour including Online Buying Behaviour
  9. Applications of Consumer Behaviour in Marketing

2 Consumer Behaviour and Lifestyle Marketing

  1. Demographics, Psychographics and Lifestyle
  2. Characteristics of Lifestyle
  3. Influences on Lifestyle
  4. Approaches to Study Lifestyle
  5. Application of AIO Studies
  6. Lifestyle Profiles in Indian Context
  7. VALS System of Classification
  8. Applications of Lifestyle Marketing

3 Organisational Buying Behaviour

  1. What is Organisational Buying Behaviour?
  2. Organisational Buying Behaviour: Important Features and Typical Characteristics
  3. Who are the Organisational Customers?
  4. What Influences Organisational Buying?
  5. The Organisational Buying Situations
  6. Organisational Buying Behaviour: Some Models
  7. The Selection of a Supplier
  8. Recent Developments that have Impacted Organisational Buying

4 Perceptions

  1. The Concept of Perception
  2. Stages in the Perceptual Process
  3. Sensory System
  4. Sensory Thresholds
  5. Perceptual Selection

5 Learning and Memory

  1. Concept of Learning
  2. Theories of Learning
  3. The Two Complex Issues of Learning
  4. Memory: Structure and Functioning
  5. Retrieving Information
  6. Measuring Memory for Advertising
  7. Marketing Applications

6 Attitude and Attitude Change

  1. Attitude and Consumer Decision-Making
  2. The Constituents of Consumer Attitude
  3. The Functions of Consumer Attitude
  4. Consumer Attitude: The Models
  5. The Marketing Response to the Consumer Attitude

7 Personality and Self-Concept

  1. An overview of Personality: Its Nature & Their Application to Consumer Behaviour
  2. The Concept of Personality
  3. Theories of Personality
  4. The Psychoanalytic Theory of Freud
  5. Social-Psychological or Neo-Freudian Theory
  6. Trait Theory of Personality
  7. The Theory of Self-concept
  8. The Related Concepts
  9. Consumption and Self-concept

8 Consumer Motivation and Involvement

  1. The Concept and Typology of Needs
  2. Theories of Consumer Needs
  3. Motives: The Basis of Motivation
  4. The Concept of Motivation
  5. Motivational Conflicts
  6. Consumer Involvement
  7. The Facets of Involvement

9 Reference Group Influence and Group Dynamics

  1. The influence of Reference Groups
  2. Types of Reference Groups
  3. Reference Group Influence on Products and Brands
  4. The Role of Opinion Leadership in the Transmission of Information
  5. The Dynamics of the Opinion Leadership Process
  6. The Personalities and Motivations of Opinion Leaders
  7. The Concept of Social Class: Its Nature and Meaning
  8. Social Class and Social Stratification
  9. Social Class and Social Influences
  10. Social Class Categorisation
  11. Relationship of Social Class to Lifestyles
  12. Social Class and Buying Behaviour
  13. Social Class and Market Segmentation

10 Family Buying Influence, Family Lifecycle and Buying Roles

  1. Introduction: The Family as a Consuming Unit
  2. Family Buying Influences: Nature and Types of Influences
  3. Consumer Socialisation
  4. Intergenerational Influences
  5. Family Decision-Making
  6. Family Role Structure and Buying Behaviour
  7. The Dynamics of Family Decision-Making: Purchase Influences and Role specialization
  8. The Influence of Children
  9. The Family Life Cycle Concept
  10. Implications of Family Decision-Making for Marketing Strategy

11 Cultural and Subcultural Influences

  1. Culture: Meaning and Significance
  2. The Characteristics of Culture
  3. Cultural Values
  4. Cultural Values and Change
  5. The Need for Cross-cultural Understanding of Consumer Behaviour
  6. Subcultures and their Influence

12 Problem Recognition and Information Search Behaviour

  1. Importance of Problem Recognition
  2. An Overview of Problem Recognition
  3. Threshold level in Problem Recognition
  4. Problem Recognition in the Industrial Buying Process
  5. Information Search

13 Information Processing

  1. Concept of Information Processing
  2. Exposure
  3. Attention
  4. Comprehension
  5. Acceptance/Yielding
  6. Retention
  7. The Imaginal Processing
  8. The Influencing Factors
  9. Marketing Implications of Information Processing

14 Alternative Evaluation in Buying Decisions

  1. Alternative Evaluation: The Four Components
  2. Formation of Brand Sets for Alternative Evaluation
  3. The Choice-Making Rules
  4. The Basic Choice Heuristics
  5. The Marketing Response to the Choice Heuristics

15 Purchase Process and Post-Purchase Behaviour

  1. An Overview of Purchase Process
  2. Buying Stage and Situational Influences
  3. Steps to Benefit from Situational Influences
  4. An Anatomy of Non-store Buying
  5. Routes of Non-store Buying
  6. Developing an Attitude to Post-purchase Behaviour
  7. Theories of Post-purchase Evaluation
  8. Marketers’ Response Strategies