Stages of the Business Buyer Decision Process

Stages of the business buying process

1. Problem recognition 2. General needs description 3. Product specification 4. Supplier search 5. Proposal solicitation 6. Supplier selection 7. Order-routine specification 8. Performance review

General need description

The stage of the business buying process in which a buyer describes the general characteristics and quantity of a needed item.

Performance review

The stage of the business buying process in which the buyer assesses the performance of the supplier or suppliers and decides to continue, modify, or drop the arrangement.

Proposal solicitation

The stage of the business buying process in which the buyer invites qualified suppliers to submit proposals.

Supplier selection

The stage of the business buying process in which the buyer reviews proposals and selects a supplier or suppliers.

Supplier search

The stage of the business buying process in which the buyer tries to find the best vendors.

Order-routine specification

The stage of the business buying process in which the buyer writes the final order with the chosen supplier or suppliers list, the technical specifications, quantity needed, expected time of delivery, return policies, and warranties.

Product specification

The stage of the business buying process in which the buying organization decides on and specifies the best technical product characteristics for a needed item.

Problem recognition

The stage of the business buying process in which the company recognizes a problem or need that can be met by acquiring a good or service.