Question

Think about marketing a specific product to a business. What roles within a company might carry influence on the pre- and post-purchase decisions, and what needs might the individuals responsible for purchases have? What concerns might they have that could prevent the sale?

Answer 1

The purchase decision of the consumer involves a continuous flow of interaction between all the environment aspects as well as behavioural aspects. Here the role of the company provide a role of proper and interesting information giver to its consumers like provide the best and effective use of the product, about products quality, its branding and usages, uniqueness of the product, it's workings etc.

Company should understand the buyer behaviour such as how raising or lowering a price of product will affect the buyer's perception of the product.

The company should recognise the need of the buyers and provide the products accordingly.

Company should analyse the culture, social factors and choice of its buyers.

Post purchase involves the services given by company for its product like servicing (in case of vehicles), warranty period and such things. If company did all such related things in proper way then the customers will prefer that product of the same company next time.

Individual will always give priority to their budget, maximum volume of population consider their budget first for any type of purchasing so buyer will try to find out the product within his/her budget, consumer consider the quality of product, products variations, products brand, product alternatives and much more similar aspect according to their need before purchasing of any product. If the service after product Purchasing will be proper and good then obviously the buyer will consider that company again in future.

Some of the concerns that should prevent the sale will be like quality choices and preferences, budget of the consumer, need of the products and so on.