What Are the Five Stages of the Organizational Buying Process

question 138

Essay

What are the five stages of the organizational buying process? Describe at least three differences from the consumer buying process.

---

Definitions:

System Of Social Control

Mechanisms, both formal and informal, that regulate individual and group behavior in an attempt to conform to societal norms.

Norm System

The set of rules and standards shared by a group that guides and constrains the behavior of its members.

Cultural System

An organized collection of symbols, values, norms, and practices shared by a group, which guides behavior and influences social life.

Sanction

Measures taken by countries or international bodies to penalize others for certain behaviors or actions, often involving trade restrictions or economic penalties.