SKU: 67949126302

Consumer & Organisational Buyer Behaviour

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Description

Consumer & Organisational Buyer BehaviourCOURSE OVERVIEW: Welcome to the Consumer & Organisational Buyer Behaviour course. This program will equip you with a solid understanding of how and why individuals and organisations make purchasing decisions, what influences their choices, and how sellers can respond effectively to diverse buyer expectations. You will explore both consumer and organisational buying patterns, the factors that shape decision making, and the strategic implications for

COURSE OVERVIEW:

Welcome to the Consumer & Organisational Buyer Behaviour course. This program will equip you with a solid understanding of how and why individuals and organisations make purchasing decisions, what influences their choices, and how sellers can respond effectively to diverse buyer expectations. You will explore both consumer and organisational buying patterns, the factors that shape decision-making, and the strategic implications for marketing, selling, and relationship management. This course also examines buyer psychology, risk perception, negotiation, and purchasing structures to help you interpret buying behaviour in real-world commercial environments.

This course begins by examining the importance of buyer behaviour and the fundamental differences between consumer and organisational buying. You will explore the relationships between organisational buyers and sellers, why organisational buyers are generally more rational in their purchasing decisions, and the specific requirements that shape organisational buying behaviour. This section also explains why reciprocal buying is important, why organisational selling and buying may be risky, and why organisational buying is more complex due to multiple stakeholders, formal processes, and higher financial commitments. You will also examine the importance of negotiation in organisational buying and the strategic role it plays in achieving mutually beneficial agreements.

The next learning area explores consumer buyer behaviour. You will examine the consumer decision-making process, including why and how consumers buy, how they gather information, and how they evaluate alternatives to select the most suitable solution. This section also introduces the evaluation system used by individual consumers and the post-purchase evaluation process that shapes future decisions, brand loyalty, or dissatisfaction. You will explore the internal and external factors affecting the consumer decision-making process, including psychological influences, social dynamics, and situational variables.

A further section introduces the foundations of organisational buyer behaviour. You will examine the three elements that define organisational buying, the six roles within the structure of the Decision-Making Unit (DMU), and the two deadly sins that salespeople must avoid when dealing with organisational buyers. This section also explores the organisational decision-making process, often described as the “buy phases,” and how these phases shape the progression from need recognition through to supplier evaluation, negotiation, and post-purchase assessment.

The program then examines cost considerations and influence factors in organisational buying. You will explore the significance of price and life-cycle costs, the factors affecting organisational buyer behaviour, and the influences on organisational purchasing behaviour such as organisational objectives, procurement policies, technical requirements, and risk perceptions. This section also introduces the three types of buying situations—new task, modified rebuy, and straight rebuy—and explains how the level of purchase involvement varies across these situations. You will examine the dimensional model of buyer behaviour and its relevance to understanding complex organisational purchases.

The next learning area focuses on the implications for selling. You will explore what these behavioural insights mean for sales strategies, communication approaches, and relationship-building practices. This section also examines the three types of life-cycle costs—acquisition, operation, and disposal—and the importance of purchase decisions to the buying organisation, especially when high cost, risk, or long-term commitments are involved.

A further section explores developments in purchasing practice. You will examine the principles and benefits of just-in-time purchasing, the role of centralised purchasing in achieving consistency and cost efficiency, and the use of systems purchasing to streamline supplier integration. This section also introduces reverse marketing as a proactive approach to supplier relationship development and highlights the importance of relationship management in maintaining trust, cooperation, and long-term value between buyers and sellers.

By the end of this course you will be able to analyse consumer and organisational buying behaviour, understand decision-making processes, recognise the key influences affecting purchases, evaluate buying situations, support negotiation outcomes, and apply relationship-focused selling strategies that align with buyer expectations and organisational purchasing requirements.

LEARNING OUTCOMES:

By the end of this course, you will be able to understand:

  • The importance of buyer behaviour
  • The differences between consumer and organisational buying
  • The relationships between organisational buyers and sellers
  • Why organisational buyers are more rational?
  • The specific requirements for organisational buying
  • Why reciprocal buying is important in organisational buying?
  • Why organisational selling/buying may be risky?
  • Why organisational buying is more complex?
  • The importance of negotiation in organisational buying
  • The consumer buyer behaviour
  • The consumer decision-making process – why and how they buy?
  • The information gathering process
  • The evaluation of alternatives and selection of the best solution
  • The evaluation system
  • The post-purchase evaluation of decision
  • The factors affecting the consumer decision-making process
  • The three elements of organisational buyer behaviour
  • The six roles in the structure of the DMU
  • The two deadly sins that salespeople need to avoid
  • The organisational decision-making process (buy phases)
  • The organisational buyer behaviour
  • The price and life-cycle costs
  • The factors affecting organisational buyer behaviour
  • The influences on organisational purchasing behaviour
  • The three types of buying situation
  • The level of purchase involvement and the buying situation
  • The dimensional model of buyer behaviour
  • What are the implications for selling?
  • The three types of life-cycle costs
  • The importance of purchase to buying organisation
  • The developments in purchasing practice
  • The just-in-time purchasing
  • The centralised purchasing
  • The systems purchasing
  • Reverse marketing
  • The importance of relationship management

COURSE DURATION:

The typical duration of this course is approximately 2-3 hours to complete. Your enrolment is Valid for 12 Months. Start anytime and study at your own pace.

ASSESSMENT:

A simple 10-question true or false quiz with Unlimited Submission Attempts.

CERTIFICATION:

Upon course completion, you will receive a customised digital “Certificate of Completion”.

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SKU: 67949126302

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4.6 ★★★★★
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Verified Purchase
lisa smith
Natrona Heights, US
★★★★★ 3
PAWISE Pee Pad Holder * Big size *
Size: Small
You GUYS.....they shipped this damn thing in a 65inch TV box Do the measurements and then think about how big a that damn tv box is....literally it arrived and my husband & kids thought 1000% I bought a new TV. So far the product I am happy with / its a bigger square for those dancing pups. I am using this on a Chorkie puppy. The big pads fit and it latches them. Now the pup has realized he can pop the latches but he cant get the pad cause the lid is ontop . Im sure this is a puppy thing and will pass he got redirected and hasnt messed with it since. day 2 of use. *** THANKS JEFF & employees for the huge ass waste of cardboard LOL **
WAS THIS REVIEW HELPFUL?YesReportShare
Reviewed in the United States on October 9, 2021
S
Verified Purchase
Susan
Chelsea, US
★★★★★ 5
Perfect for puppy!
Size: Small
I got this because I bought another (cheaper) alternative and the pads were shredded within the hour. This holder has the corners of the pad covered and that was the saving grace. Worth the extra money because you aren’t wasting money on puppy pads that are shredded before they are even used. If your puppy is still set on shredding, make sure to add lots of toys on a rotation (never the same toys everyday) and it helps a lot. Once I did that and changed the holder, no shredded puppy pads!
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Reviewed in the United States on October 30, 2021
M
Verified Purchase
Mm
New York, US
★★★★★ 1
Misleading size stated in adv.
Size: Small, Size: Small
Absolutely ridiculous! Says 23.5” by 23.5 “. It just barely measures a little more than 19 inches. You have to fold up the 24” by 24” per pad to fit it. I don’t know if my 5 pound chihuahua will be able to use it. A complete waste of money!! First photo shows it in frame - 2nd photo show what is a 24 by 24 pad.
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Reviewed in the United States on July 6, 2025
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Verified Purchase
Donna Martin
Houston, US
★★★★★ 5
FANTASTIC PAD HOLDER
Size: 28'' X 34'', Size: 28'' X 34''
Amazon Basics Dog Training Pad Holder 28X34. I'll start out by saying I wasn't too sure about it, when I got it. It is awkward to put the pads in by yourself if your short as on each end the sides have to come up together and it’s big, however, I've done it five times alone now and it’s doable. There was no smell, it arrived in perfect condition. My husband was home and we set it up together, I walked into the bathroom to get a soiled pad I had keep to put on it for her to know what to do came back and she had already used it and she’s only four months old. I love it love it love it, it’s not too big, but it’s her home too, and we have it in the living room where we spend a lot of time as we’re retired. When she gets a little older, we will probably move it to another room, but for now it’s staying there. After she urinates, it goes down to a very pale yellow color I have been able to use one pad for all day, however, she does have a pad in a under bed tote in our master bathroom. We’ve had a few guests over and if she hadn’t used it they didn’t even know what it was. I highly recommend it. I have been using pads in an under the bed tote for over 10 years and this is a welcome audition. You won’t be sorry if you have little ones that go in the house.
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Reviewed in the United States on January 1, 2026
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Verified Purchase
Mariana P.
Charlottesville, US
★★★★★ 5
Very easy to use and clean
Size: 22'' X 22''
Saved my pad training with my puppy. It's firm and easy to clean. It holds the pads well for the most part, but sometimes my dog gets a little crazy and it comes out, but I don't think it could be better. Still give a 5-star!
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Reviewed in the United States on May 3, 2026

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