Case Study of Organizational Buyer Behavior
Course: Marketing Management SEM - II
CASE STUDY: ORGANISATIONAL BUYING PROCESS
M/s Professionals is a private limited company which conducts training across Mumbai for various corporate top and middle level management executives. The company has tie up with foreign dignitaries, known personalities, Trainers, Experts to conduct the training for the
Professional Pvt Ltd. There have been many problems in the past of pick up and drop for these dignitaries from Airport to hotel to corporate and back. The contract for pick up and drop has been given to M/s Fast Speed. The dignitaries have complained the training coordinator on number of occasions about the issue. The training coordinator Mr. Ramesh has felt the need for having company owned cars due to cost effectiveness and availability. The company has a purchase department headed by Mr. Paresh who is responsible for organizational purchase. Mr.
Ramesh and Mr. Paresh both report to Mr. Ashutosh Tyagi who is the decision making authority for all major expenses.
1. Explain the protocol that Mr. Ramesh has to follow to initiate the process? (5 Marks)
2. If you would have been at Mr. Ramesh’s place what explanation you would have given to
Mr. Tyagi for convincing him for the need of cars? (5 Marks)
3. Explain the organizational Buying process that Mr Paresh will follow? (5 Marks)
4. What decision you would have taken to purchase the car or to change the travel agent?
Justify your answer. (5 Marks)
5. Kindly explain in detail which car you would Purchase if you would have been at Mr.
Paresh’s place? Kindly justify your answer with features, cost comparison of minimum four cars and cost benefit analysis? (10 Marks)
Discussion: Mr. Ramesh is the training coordinator and has felt the need of the company owned car. So first of all he has to justify the need of car and then he has to write a comparative analysis and speak to his seniors and purchase department. Justification can be done on
CASE STUDY: ORGANISATIONAL BUYING PROCESS
M/s Professionals is a private limited company which conducts training across Mumbai for various corporate top and middle level management executives. The company has tie up with foreign dignitaries, known personalities, Trainers, Experts to conduct the training for the
Professional Pvt Ltd. There have been many problems in the past of pick up and drop for these dignitaries from Airport to hotel to corporate and back. The contract for pick up and drop has been given to M/s Fast Speed. The dignitaries have complained the training coordinator on number of occasions about the issue. The training coordinator Mr. Ramesh has felt the need for having company owned cars due to cost effectiveness and availability. The company has a purchase department headed by Mr. Paresh who is responsible for organizational purchase. Mr.
Ramesh and Mr. Paresh both report to Mr. Ashutosh Tyagi who is the decision making authority for all major expenses.
1. Explain the protocol that Mr. Ramesh has to follow to initiate the process? (5 Marks)
2. If you would have been at Mr. Ramesh’s place what explanation you would have given to
Mr. Tyagi for convincing him for the need of cars? (5 Marks)
3. Explain the organizational Buying process that Mr Paresh will follow? (5 Marks)
4. What decision you would have taken to purchase the car or to change the travel agent?
Justify your answer. (5 Marks)
5. Kindly explain in detail which car you would Purchase if you would have been at Mr.
Paresh’s place? Kindly justify your answer with features, cost comparison of minimum four cars and cost benefit analysis? (10 Marks)
Discussion: Mr. Ramesh is the training coordinator and has felt the need of the company owned car. So first of all he has to justify the need of car and then he has to write a comparative analysis and speak to his seniors and purchase department. Justification can be done on