...MODELS OF ORGANIZATIONAL BUYING BEHAVIOR INTRODUCTION Organizational buying is a complex process of decision making and communication, which takes place over time, involving several organizational members and relationship with other firms and institutions. It is much more than a simple act of placing an order with the suppliers. In this sense, organizational buying behavior is the decision making process by which formal organizations establishes the need for purchased products and services and identifies, evaluate and choose among alternative brands and suppliers. Industrial or Business buyers are influenced by many factors when they make buying decisions. Generally, business buyers are influenced by organizational factors or task oriented objectives (like best product quality, or dependable delivery, or lowest price) and personal factors or non-task objectives (like promotion, increments, job security, personal treatment or favor). When the suppliers’ proposals are substantially similar, organizational buyers can satisfy organizational objectives with any supplier, and hence personal factors become more important. When suppliers’ offer differ substantially, industrial buyers pay more attention to organizational factors in order to satisfy the organizational objectives. There are two models available to provide a comprehensive and integrated picture of the major factors that combine to the organizational behavior. These are (i)The Webster and wind model and (ii) The Sheth...
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...MT&O 2 Organization Theory and Design - Richard L. Daft Organization Theory and Design Richard L. Daft LEESTOETS 1 ....................................................................................................................................... 2 PAGE 3 – 31: ORGANIZATIONS AND ORGANIZATION THEORY ............................................................... 2 PAGE 161 – 173: BUREAUCRACY AND AUTHORITY .............................................................................. 3 PAGE 201 – 220: ORGANIZATION STRUCTURE ...................................................................................... 4 PAGE 441 – 461: POWER AND POLITICS ................................................................................................ 4 LEESTOETS 2 ....................................................................................................................................... 6 PAGE 58 – 69: EFFECTIVENESS ............................................................................................................. 6 PAGE 81 – 106: ENVIRONMENT ............................................................................................................ 7 PAGE 119 – 149: TECHNOLOGY ............................................................................................................ 7 PAGE 201 – 233: STRUCTURE (ZIE LEESTOETS 1).................................................................................. 8 PAGE 249 – 258: STRUCTURE ..................
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...The Decision Making Proces MGT 230- Management Theory and Practice The Decision Making Process Your life can often be very complicated and hectic at times, which can cause a lot of problems. Normally one would make a decision to solve these types of problems, for themselves and their families. A decision that I have made which took awhile to decide would be enlisting in the military. I had this idea rolling around in the back of my head, and I knew my family didn’t have money for college. I had no job experience and since the rest of my family had been or was already in the military that was the path I wanted to take. This decision was a hard one to make, since I knew I would be away from my family for long periods of time. I knew I would join the military a couple of months before my graduation. I had not told my parents my decision, because I wanted to be sure that was what I wanted to really do. Not only was it a tough decision deciding to join the military, but it was even more tough picking what branch I wanted to enlist in. My older brother and sister were in the Army and my dad was in the Navy. The Airforce was not challenging enough, so that’s why I chose to go into the Marine Corps. About three months before my graduation I ran into a recruiter for the Marine Corps at my school. I told him I wanted a challenge and I wanted to discipline myself, the recruiter told me the...
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...simple act of making decisions is an essential task leaders must perform effectively to succeed. Behavioral theories of leadership focus on how leaders approach a situation and whether they dictate orders or involve others to encourage support. Research into decision-making behavior has identified three broad categories of leaders: autocratic, democratic, and laissez-faire (Changing Minds, 2011). This paper will focus on these behavioral theories of leadership, primarily concentrating on participative leadership. An autocratic leader tells employees what to do and how to do it. On the opposite extreme, a laissez-faire leader allows employees to make their own decisions with little leader involvement. In the middle lies participative leadership where the leader includes employees in the decision-making process and lets them take part in determining what to do and how to do it (Big Dog & Little Dog's Performance Juxtaposition, 2010) . My preferred leadership style is participative leadership, confirmed by a 30-item leadership style self-assessment focused on leadership style beliefs (Big Dog & Little Dog's Performance Juxtaposition, 2010). I identify least with a laissez-faire leadership style as my organization expects leaders to be more intimately involved in most matters. In addition, I feel the need to be involved and am not comfortable completely relinquishing control, at least for important matters. I strongly believe in involving others in decision making but also understand...
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...and Archeology King Saud University ABSTRACT The theories of consumer decision-making process assume that the consumer’s purchase decision process consists of steps through which the buyer passes in purchasing a product or service. However, this might not be the case. Not every consumer passed through all these stages when making a decision to purchase and in fact, some of the stages can be skipped depending on the type of purchases. The reasons for the study of consumer’s helps firms and organizations improve their marketing strategies by understanding issues such as: • The psychology of how consumers think, feel, reason, and select between different alternatives (e.g., brands, products); • The psychology of how the consumer is influenced by his or her environment (e.g., culture, family, signs, media); • The behavior of consumers while shopping or making other marketing decisions; • Limitations in consumer knowledge or information processing abilities influence decisions and marketing outcome; • How consumers’ motivation and decision strategies differ between products, that differ in their level of importance or interest that they entail for the consumer; and • How marketers can adapt and improve their marketing campaigns and marketing strategies to more effectively reach the consumer. 2. Consumer Behavior The study of consumer behavior focuses on how individuals make decisions to spend their available resources (time, money, effort) on consumption-related...
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...Business Scenario Pt. 3 - Kaiser in Kava Mgt/350 1-12-12 Yvonne Richardson Implementation of a decision is necessary for any organization to move in the direction of accomplishing its planned objective. Monitoring and evaluation of the decision is also needed to have an effective implementation. What improves the performance of an organization is evaluating decisions. Evaluating decisions will inform the organization if the solution that was implemented met the objectives of the organization. This paper will discuss the logic and strategy for implementing a solution to Kaiser Permanente establishing a presence on the Island of Kava. The paper will also discussed is the influence of implementing and evaluating the resources and procedures vital for decision-making, and evaluates the ethical implications of a solution from the perspective of stakeholders. The mission of Kaiser Permanente is to provide high quality, affordable healthcare services and to improve the health of our members and the communities we serve (Crane, 2002). Kaiser feels the essential components for an organization to be successful on the Island of Kava is the commitment to satisfying their customers, increase the value of their shareholder, and boosting initiatives of the community are. Kaiser’s top and mid level management team have approved the proposal to build a first-rate medical facility on Kava. Creating a greater presence on Kava is one of the main goals to the resolution that Kaiser will put...
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...Assessment 2: Management and Organizational Structure issues Strayer University Situation To gain perspective of operating efficiencies within the Spectrum Brands organization, an examination of differing structures will be written. This paper will offer perspectives of the matrix and multidivisional structures, possible communication problems and ways to overcome them. A recommendation of effective centralization of organizations will be offered. Action 1. When David Jones joined Rayovac batteries were the main product line. For the company to utilize a matrix structure would prove effective in times of growth by branching out into other product lines. This requires existing management and employees having different backgrounds and focusing on different aspects of a project. Assuming Spectrum Brands intends to create a new vacuum cleaner, a team would be formed with each person being from different departments, and possibly specializations. This would exist as a person from design and engineering and another from marketing working to create the vacuum. The organization would exist as a team with the individuals still having to report to their functional management, but also reporting to project managers working on associated aspects of the vacuum cleaner product development. As the vacuum cleaner product develops, certain individuals would become more involved while others might drop out of the team completely. Action 2. The use of multidivisional structure...
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...organised group that does not put up candidates for election, but seeks to influence government policy or legislation. The aim of all PGs is to influence the people who actually have the power to make decisions. There are many different types of PGs such as, Sectional which usually represent limited, specific interests. They usually aim to improve conditions for their members. Another type of PG is an Outsider group, these groups tend to be outside of policy making and government tends to regard these groups as less important. Pluralist democracy is a particular type of democracy, which operates with numerous organised groups who all have some political leverage in the decision making forum. Pressure groups improve the quality of government. Discussion with affected groups is the sensible way to make decisions in a free society. It makes government more efficient by enhancing the quality of the decision making process. The information and advice provided by groups helps to improve the quality of government policy and legislation. Pressure groups assist the scrutiny of the government by exposing information it would rather keep secret, thereby strengthening and complementing work of opposition through political parties. Pressure groups thereby improve the accountability of decision makers to voters. Although few people would deny that pressure groups play an important role in British politics. Pressure groups improve participation, but in an unequal way, benefiting the well...
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... Some of the changes he made were change the flex schedule currently in place; reduce attorney’s travel, meals and entertainment budget. He also sent strongly worded letters to clients whose outstanding invoices exceeded 30 days. All these changes made the staff as well as clients unhappy. He also conducted weekly staff meeting in which only he spoke about management techniques that were successful in the insurance industry and never let the staff to voice their opinion. He was generous in his donations to the society but he did not pay attention to the concerns of the staff. The attorney’s instead of seeing an increase in the clients saw the number of clients declining because of the hard worded letters that they had received for not making payments on time. 1. Opinion on Brad’s suggestion to “sit tight and ride out the storm” No. I do not agree with Brad’s opinion to “sit tight and ride out the storm” instead the partners should take immediate action as neither the staff nor the clients were happy with the different operational changes made by Brad. It not only made the...
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...workers out of work and unable to support themselves or their families. Secondly, Charles can lower wages in order to compete with the larger lumberyards. This would leave his workers and their families struggling to support themselves. Thirdly, Charles can keep his wages as they are and take the financial burden upon himself. Inevitably, this would push the lumberyard out of business, and leave Charles and his workers out of work. There are several ethical decision making processes that can help Charles to make his decision. The first among these is teleology. Teleology is defined as what a “virtuous” person would do in this situation. As such, the decision making process here would involve Charles considering the most virtuous solution to his dilemma. To this end, he would need to decide what solution would do best in pursuing his own well-being and flourishing life. Unfortunately, these concerns are placed before those of others, such as his workers. Thus, if Charles decides to follow teleology to make his decision,...
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...strictly individual to both individual and collective. (Kinicki, and Kreitner, 2009). The responsibility of leadership will exemplify the traits to delegate responsibilities amongst members. A common goal of the team is to form a vision or mission statements between their peers. This will establish a clear vision as to what the team wishes to build upon. Forming a sense of commitment among the team, problem solving becomes a part of life as opposed to a part-time movement. Finally the effectiveness of the team is measured by the group’s collective outcomes. Further, weighing the pro’s and cons to involvement of groups in decision making process can be cost effective. Research confirms that groups outperform the average individual by a long run. Therefore, our text mentions five important issues to consider when utilizing groups to making team building decisions. Groups are less effective than any one individual. The concept “two head are better than one” rings very clear in an environment setting. A group who presents the elements of over-confidence can foster “groupthink”. Our text defines some symptoms of groupthink which includes invulnerability where optimism and risk taking is embedded, rationalization- Eventually leadership roles take into account the situation and the members must agree upon something regardless of what others want, illusion of unanimity- silence is interpreted as agreement. These are the individuals who are unsure about a subject and decides...
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...There are many factors such as attitude, perceptions to influence people’s mind while making a decision to go on a holiday. Tourists’ decision-making relates to their behaviours. In this way, in order to share as much market as possible, it is worth to analyzing people’s behaviours. This assay will be evaluated in three sectors namely; psychological, personal, and social. (Marketing-consumer behaviour) First of all, within psychological field, motivation is being considered the most important one. There are dissimilar factors behind complex motivation. To be simplified, it is much understandable to analyze motives by Maslow’s(1970) Hierarchy which in order are physiological, security, social, esteem and the last, self actualisation needs. As soon as people achieve amount of level, they move on to the next stage gradually. For instance, in first stage human have physical needs such as hunger or thirsty; when they achieve the fulfilment, they move on seeking for higher order needs like security. (Cooper, Fletcher, Fyall, Gilbert & Wanhill, 2008) Attitude is another vital key of tourist decision making. Attitude is composed by cognitive, affective and conative. Cognitive, in other word, is called the belief or knowledge which based on previous experiences, individuals’ own opinion to the place or getting the information from other people; the affective describes the feelings and emotions about the destination and assess the experience basing on emotions; the...
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...intrapreneurs, gives them the freedom to be innovative and allows them to turn their innovative ideas into realities. Company where a healthy work environment dominates. When employees are free to be innovative, the company portfolio will be much more than just product improvements, and will include better business models, customer service improvements, as well as continuous process improvements. In my dream company management team will consider needs and interests in all conected with organization,not only those who have directly financial relations with company profit. Namely: employees, suppliers, customers, competitors, government agencies, clams, public entities and others. In my ideal company, all decisions made by owners are reasonable business decision. This decisions work for the good of everyone in the company and respond positively to those following: they are the only ones alternatively, are fair to all concerned, will create goodwill in the organization. Ideal company is one which gives its employees the opportunity to develop creative approaches in order to increase the profitability of the business while working towards the prosperity of society. Not only does an employee expect monetary rewards from an organization but also recognition for their hard work. Also, I dream to work in such an organization where the organization takes into consideration their work and reward them for it. My ideal company has to have a very comprehensive compensation package...
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...individuals complete were: How satisfied am I with my job, Am I a deliberate decision maker? and how am I feeling right now? Each person answered mostly all of the questions differently. This tells me each of these people have different characteristics, perceptions and view job satisfaction in a different way. These three employees’ characteristics affect the performance of the organization by affecting the way employees work, make decisions and perceive their organization. Recommendations for Mark would include focusing on strengths to increase job satisfaction, working with others and decision making skills. Encouraging team assignments can help the individual maximize on encouraging others. Also encouraging Mark to being involved in setting individual and organizational goals will help overcome his weaknesses. Recommendations for Michelle would include working with others to increase a positive enthusiastic environment for employees and customers. Setting time sensitive goals will help overcome the decisions making weakness Michelle has. Placing Michelle in an environment that can encourage a great attitude and other people should highlight her strengths. Tom’s recommendations would include focusing on his weaknesses instead of his strengths. Helping develop organizational goals and individual task will help overcome weaknesses of job satisfaction. Also developing time sensitive goals will help decision making skills. Overall, is very positive and works well with others in a team...
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...exam. Do not define Hofstede’s framework because the question has already define it. Individualism and collectivism is about how people are related to each other. Every single individual contribution is important and should be treated as an individual. The implication is showed in the reward system; the rewards are going to be given to the individual. Where in the other hand, collectivist mindset represent the group instead of themselves. Each mindset should be treated accordingly. Power Distance (who is making the decision) Culture that are low power distance sharing of power is a must. The employees are expected to be involved in the decision making. Managers need to learn how to make the decision via power sharing. People with high power distance mindset tends to operate under instructions. Leadership management style needs to be customized. Uncertainty Avoidance; how decision is made High uncertainty avoidance = Low risk taker and vice versa. The decisions are made quickly as the quickest as possible manner is important. Low uncertainty avoidance= high risk taker Masculinity (equality in the workplace) Managers needs to understand when they are working in the Masculine culture, they need to accept it not to change it. For example: no female managers to middle east. Long term short term Planning, setting goals, target, and objectives. Short term wants to achieve everything in the shortest period as possible. QUESTIONS 3 1st part: current theories give reason...
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