Question

Using all possible sources of information including the case, the internet, OTR truck dealers, develop what do you think the decision-making unit look like for a truck purchase. Does its size depend on the size of the company or other factors? Explain?

Answer 1

Decision making units: Decision making units are people who assist in the process of making purchasing decisions and they are from the various areas of operation such as accounting, finance, marketing, human resource management etc.

Decision making Diagram in purchase of P’s trucks:

In this case the decision making units comprises of three phases such as awareness, consideration of the various facts and figures and making the purchase decision. These actions are represented in the form of a decision making unit in purchase of trucks as given below:

DMU map in purchase making process of Trucks:

Stages: There are three stages that are followed by DMUs.

The buying decision process is depicted in the diagram using six steps.

The different stages involved in the process of the purchase of trucks are gaining awareness
stage, analysis of the facts stage and the purchase decision stage.
Process steps involved with the decision are explained as enlisted underneath.

Step 1: In the first step DMUs help the customers in realizing the issue connected in purchase of
trucks.

Step 2: In the second step, DMUs help the customers in understanding the solution.

Step 3: DMUs offer detailed information regarding the product and offer various proofs supporting
the case.

Step 4: DMUs provide a free trial to the customer in order to improve the confidence of the
customer.

Step 5: Customer takes a purchase decision.