SKU: 67949126302

Consumer & Organisational Buyer Behaviour

Sale price$22.45 Regular price$24.95
Save 10%

Pay in installments of $6.24 with ShopPay, AfterPay and Klarna

Shipping Estimate
USA
  • USA
  • CAN

Ships within 48 hours · Estimated delivery Aug 24 - Aug 29

Promo Codes Available:

For Your Every Summer RSVP, with Code: SUMMER15

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”.

Shipping Notes
  • Free Standard Shipping on $100+ Orders to the USA.
  • Except Preorder products are shipped in 48 hours.
  • Delivery to the USA:
  1. Standard Shipping : 3-10 business days
  • If time is of the essence, please consider selecting expedited delivery for faster service.
Exchange/Return Notes
  • We offer a 30-day return/exchange service after receiving.
  • Final sale items are not eligible for returns or exchanges.
  • To process your return/exchange, please contact us at [email protected]
  • Please click here for more details>>> Return & Exchange Policy
SKU: 67949126302

Discover Niche Categories That Outsell

Top-Converting Item to Boost Your Average Order

4.3 ★★★★★
Based on 19 reviews
Sort
Highest Rating
Newest First
Oldest First
Product Reviews
M
Verified Purchase
Moon Face
Phoenix, US
★★★★★ 1
Cheap Never again
Pattern Name: Star, Pattern Name: Star
Cheap product. Returned immediately. My shitzu is over a year & a similar toy from the Dollar Tree lasted longer than 6 months. This item lasted 1 hour of receiving.
WAS THIS REVIEW HELPFUL?YesReportShare
Reviewed in the United States on March 14, 2025
G
Verified Purchase
Georgie Oldham
Los Angeles, US
★★★★★ 3
My doggy no like!
Pattern Name: Star
My dog completely ignored them.
WAS THIS REVIEW HELPFUL?YesReportShare
Reviewed in the United States on April 3, 2026
W
Verified Purchase
Winter in the desert
Battle Creek, US
★★★★★ 5
Fun toy
Pattern Name: Checkered
This was a very fun toy but didn't last too long with our 1-year-old lab who is an aggressive chewer.
WAS THIS REVIEW HELPFUL?YesReportShare
Reviewed in the United States on April 27, 2026
J
Verified Purchase
Jennifer Stenson
Omaha, US
★★★★★ 5
Perfect for active dogs
This is a must-have if your dog loves to fetch. It throws the ball far with very little effort and keeps your hands clean—no more slobbery chuckit balls. Lightweight, durable, and makes playtime much more fun (and less tiring for me!).
WAS THIS REVIEW HELPFUL?YesReportShare
Reviewed in the United States on April 9, 2026
J
Verified Purchase
John J
Grantham, US
★★★★★ 5
Way better than the M size for us
Like most people that have dogs I first went with the M size or Tennis ball size (about 2.5") chuckit for my 65-70 lbs Lab. After having that for a while and my dogs' evolution from liking to chase the ball to wanting to catch it, I started seeing how the M size could cause some life threating problems for my pup. I was on the fence for several weeks when I came across this option that included a 3" ultra ball as well as a 3" fuzzy tennis ball like ball. These balls can fly so much farther with less effort and my furry friend seeming to like them more than the 2.5 inch. It also seems to fit their mouth better allowing them to enjoy 'the game' (you lost by the way) much more. If you have a larger dog or your dog has a big mouth, please trust me when I say skip the 2.5" M size balls. You and your dog will haves much more fun with this 3" size
WAS THIS REVIEW HELPFUL?YesReportShare
Reviewed in the United States on December 10, 2024

recommand products