Comparison of Consumer and

Organizational Behaviors
By Group III

Group Members:
Adnan Ahmad 15279
Ali Rana 152
Muhammad Ibad Siddiqui 15255
Nabeel Khalid 152
Rehan Farhat 15272
Agenda:
• Purpose of market research

• Factors affecting buying decision

• Consumer purchase power

• Products alternatives
• Market Placement
• Promotion

• Interviews for <Rs. 100, >Rs. 25,000, Services,

SLA and worth millions agreement

• Consumer vs organizational comparison

Interviews for Consumers
less than PKR 100/-
 Consumer Behavior (Product < PKR 100/-)
3 Interviews conducted (Water, Biscuits and Cigarette)

• Factors:  Considerations:
• make decision by-self  Taste

• Quick decisions  Reviews

• without much  Past experience

deliberation.  Mood
 Display and packing
Interviews for Consumers more
than PKR 25,000/-
Consumer Behavior (Product > PKR
25,000/-)
3 Interviews conducted (Laptop, TV and Camera Lens).
 Factors:
 Well sought decision
 Research and consultation
 Budget consideration

 Brand image

 Durability

 Time consuming
 Consumer satisfaction
Consumer Behavior (Services)
Consumer Behavior (Services)
3 Interviews conducted acquiring
Courier, Banking and Education Services
 Factors affecting buying decision:
 Though-out decision
 Market Research
 Brand Reputation

 Reliability and Trust

 Professional expertise

 Value for money

 Accessibility

 Consumer satisfaction
Interview with Organization for
Millions worth Product.
 Organizational behavior (Product)
• For Organizational purchase worth millions of Rupees, organizations sign a
formal contract with vendor
• As these decisions are worth huge therefore organizations adopt formal
procedures, bring related departments onboard while finalizing the need of
the product.
• The end user department raises the requirement and other related technical
departments analyze the need and therefore recommend a product.
• Before finalizing a product different factors are accounted for, e.g;
alternatives, services, laws, products usage, products benefits, availability of
technical staff and parts in local market and easiness.
• Once the technical specification is finalized, financial analysis of the product
is conducted.
• Once the Financial, technical and legal evaluations are done the final
decision is taken by Board of Directors to make the purchase.
Interview for Organizational
Behavior (Service Level Agreement)
Organizational Behavior (SLA)
Interview conducted for Service Level Agreement
between Siemens and Engro Corp.
 Factors affecting Organizational Behavior:
 Cross Functional Team for Decision Making
 Consideration of Key Parameters
 Technical expertise and backup support

 Proven Track Record

 Technologically advanced workshop

 Availability of Required Spares

 Location Accessibility

 Performance Monitoring and Warranty

 Comparison
Consumer Behavior
The individual consumers buy goods and services
for ultimate use or satisfy their needs.
Consumer buying decision is made by consumers
themselves or consultation with friends and family.
The Decision making process is simple and speedy.
Market knowledge is not important but accessibility
is the key factor of choice
Consumer buying behavior is effected by age,
occupation, income level, education, gender etc. of
consumers.
Transaction Selling, No brand Locality, Easy
switchover
Organizational Behavior
The organizations buy goods and services through
systematic process to accomplish business needs.
The decision are based on current future
requirement
Organizational purchasing process is a rational
decision. Cross Functional teams are constituted for
Decision making Process
The organizational buyers decision is based on self
and service provider Technical Knowledge
The organizational buying is affected by support
services availability, Reliability and Spares
availability. List of required key Technical
Parameters are decided. Formal Long Term
agreements
Long Term decisions, Brand loyalty due to based
technical Knowledge. Hard to switch between
Technalogies