To provide a conceptual framework for this discussion, we employ the classic BuyGrid model (Fig. 1). Although we have proposed a new BuyGrid framework. Video created by IE Business School for the course “Marketing Strategy Capstone Project”. Learn online and earn valuable credentials from top universities like. The purpose of this study was to perform a statistical evaluation of the BUYGRID Analytic Framework (BAF) to determine whether it is a general model of.

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In such circumstances, the buying centre proved to require fewer participants and allow for a quicker decision process than in a new task buyclass. What are the framewoork performance indicators? During the performance feedback and evaluation phase, the relationship between the seller and buyer can develop into a longer term engagement.

The relationship between the buyer and seller is initiated in phases 1 and 2. Marketers who can become involved early in the decision-making process have a greater chance of being considered in the final selection process.

Business-to-business marketers recognize that at each step in the buying process, business buyers have different needs, and different groups within the organization may be involved.

As buyphases are completed, the process of ‘ creeping commitment ‘ occurs and reduces the likelihood of new suppliers gaining access to the buying situation. The buyer wants to replace a product the organisation uses.

Buy phase represents the logical eight steps businesses or consumers involved in extensive problem solving go through. Their framework buygrd of a matrix frameworkk buyclasses and buyphases. The model neglects the importance of acquisition in sales processes. A shortcoming of the organizational buying approach is the negligence the supplier’s side and the influence this party wields on the customer’s organisational decision process.

The first-time buyer seeks a wide variety of information to explore alternative purchasing solutions to his organisational problem. The buygrid framework proved its worth to the scientific community as one of the few industrial marketing models. For each cell in the matrix buy situation and buy phasethe following questions must be answered: The buying process can vary from highly formalised to an approximation depending on the nature of the buying organisation, the size of the deal and the buying situation.


New Tasks The first-time buyer seeks a wide variety of information to explore alternative purchasing solutions to his organisational problem. Inthe Canadian, American and Israeli marketing researchers, Robinson, Faris and Wind, introduced the buygrid framework as a generic conceptual model for buying processes of organisations. The model includes two components: A new task that occurs in the problem recognition phase 1 is generally the most difficult for management.

BuyGrid Framework Software –

The relationship needs to be developed during phases 3 to 7. Is this combination of situation and phase relevant?

What are the information sources? Business marketers use the buy-grid model to portray the steps businesses go through in making purchase decisions. A sales person must be aware that a buyer not only has functional needs, but psychological, social, knowledge and situational needs as well.

The model is based on the observation that buyer’s expectations and behaviour change according to whether the purchase is new, a modified rebuy or a straight rebuy.

It helps sales personnel deliver the correct message at the right time. It applies to all purchase situations. The most complex buying situations occur in the upper left quadrant of the buygrid matrix where the largest number of decision makers and buying influences are involved.

These components should be addressed in meetings in order to obtain commitment. The number of steps varies with the buy-class, the type of buying decision.

Need gaps create the motive behind any purchase. Straight Rebuy The buyer routinely reorders a product with no modifications. Most business-buying situations do not involve all of the steps in the buy-grip model. Buyers need assistance in forming realistic perceptions of both the current and the desired situation. Organizational buying contexts and the procurement process: Buyer loyalty and customer satisfaction are primarily determined by the sales buygid during this last framewirk.

The challenge for the new supplier is to offer better conditions or draw the buyer’s attention to greater benefits than in the current offering. The greater the cost or perceived risks related to the purchase, the greater the need for information and the larger the number of participants in the buying centre.


The buying side of the model can be used for both consumer and business related buying processes. The purchase can be framfwork one-time transaction of a repetitive nature.

buygrid framework

Frameework business marketers it is critical for their products or services to be listed as approved vendors for straight rebuys. Modified Rebuy The buyer wants to replace a product the organisation uses. There are three buy-class categories: They saw industrial buying not as single events, but as organisational decision-making processes where multiple individuals decide on a purchase.

The buy-grid model is a business model depicting rational organizational decision making.

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The buyer routinely reorders a product with no modifications. In straight rebuy situations, only the need recognition the company almost out of the product and reordering steps are used. The organisational buying model focuses mainly on products and not on services.

The model can provide the basis for a buygris selection process e. The buyer retains the supplier as long as the level of fraamework with the delivery, quality and price is maintained. Which organisation members influence this purchase decision? The model explains the likely interaction between buyer and seller activities given the purchase needs of an organisation.

When there are multiple deliveries, the supplier and buyer must agree on an order routine. For marketers desiring to be considered during modified rebuy situations, comparison advertising and buyrid are used to influence business buyers. The major implication of Robinson, Faris and Wind’s research is that industrial buying behaviour depends more on the buying situation than on the type of product.

The decision frameworrk may involve plans to modify the product specifications, prices, terms or suppliers as when managers of the company believe that such a change will enhance quality or reduce cost.

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