Organizations make purchases in order to get their business needs and wants fulfilled. Business literature reveals long-term interests in the conflicts and number of paradoxes in commercial buying. Purchase choices are apparently dependent upon the way the organization is structured and managed and importantly the management runs the way the subsystem of the entire organization. Management considerations include that the purchase choices should be acceptable by other people at the workplace and product specification are taken into account. When professional personals intent to buy goods or material for the fulfillment of demand raised in the production ,manufacturing or in whatever department it is needed, he strive to accomplish his buying task with some forces that has been driving him that include environmental ,organizational forces and individual factors. Individual factors does influence a lot on organizational buying practices that constitute their roles, goals, objectives, strategic alliance, organizational position of buying, budget, economic and technological change, the extent and quality of interaction between buying decision participants also play a vital role in professional business buying and do have influence on organizational buying behavior.
A big drastic change in organization’s project, corporate strategy can alter the entire buying plan at a broader base. Other than these factors job related past experiences at the workplace along with the intentions of the particular buyer while buying matters a lot. In addition, can alter the buying plan to very large extent. Therefore, these forces do have enormous affects on the buyer of business world. When a company sets its goals and objectives, it formulates the buying situations as well. The buying practices of the company must comply with the corporate strategy completely and the purchases should be in compliance with the need of production processes. The forces that shape the organizational buying patterns may include the following of global business markets trends including pace of global and domestic trends. Proper research of the market entirely with all the information related environment and organization reduces the uncertainty about the results of the business decisions. Risk components should be perceived at the higher magnitude so that the safety measures can be sort out at greater ease. (Pfeffer & Salancik, Pg 300, 2003)
Jeffrey Pfeffer, Gerald R. Salancik, (2003), The external control of organizations: a resource dependence perspective, Stanford University Press, Page 300