When complicated bids are considered, the purchase decision stage can take weeks. To make the purchase, the purchasing agent contacts the selected vendor and negotiates a firm agreement. The organization signs a contract with the seller that spells out the purchase and payment agreement. During this stage, the buyer determines whether the product and the supplier met or exceeded the organization's needs and expectations. This serves as a feedback to refining the buying process.
Some organizations conduct a formal vendor analysis , rating each supplier's performance.
C. Types of Buying Situations 1. Organizational buyers face three buycases , buying situations, that affect the way they move through the buying process. The new-task buy is a situation in which the buyer has no experience making a particular type of purchase. The buyer uses extended problem solving, taking time and care as a way of minimizing perceived risk. Marketers can recognize the buyer's specific needs and supply information.