Lesson Notes By Weeks and Term - Senior Secondary School 1

Term: 2^nd Term

Week: 7

Class: Senior Secondary School 1

Age: 15 years

Duration: 40 minutes of 2 periods each

Date:       

Subject:      Marketing

Topic:-       Organizational behaviour I

SPECIFIC OBJECTIVES: At the end of the lesson, pupils should be able to

1. Define organizational buying behaviour
2. Discuss factors that influences organizational buying behaviour
3. Highlight the models of organizational buying behaviour

INSTRUCTIONAL TECHNIQUES: Identification, explanation, questions and answers, demonstration, videos from source

INSTRUCTIONAL MATERIALS: Videos, loud speaker, textbook, pictures, https://stoplearn.com/consumer-and-organisational-behaviour/

INSTRUCTIONAL PROCEDURES

PERIOD 1-2

PRESENTATION	TEACHER’S ACTIVITY	STUDENT’S ACTIVITY
STEP 1 INTRODUCTION	The teacher reviews the previous lesson on consumer decision process	Students pay attention
STEP 2 EXPLANATION	She explains the meaning of organizational buying behaviour	Students pay attention and participates
STEP 3 DEMONSTRATION	She discusses the factors that influences organizational buying behaviour	Students pay attention and participate
STEP 4 NOTE TAKING	The teacher writes a summarized note on the board	The students copy the note in their books

 

NOTE

ORGANISATIONAL BUYING BEHAVIOUR

Organisational buying behavior also known as business buying process

takes place within a formal organisation with its budget, cost and profit

expectations. It is of essence to note that institutional, industrial,

commercial and organizational buying behavior decisions primarily involve

several people with bureaucratic procedures.

 

FACTORS THAT INFLUENCE ORGANISATIONAL BUYING BEHAVIOUR

The following among other factors influence organisational or business to

business buying behavior:

1. environmental factor:
2. organisational factor;

iii individual factor;

1. Interpersonal factors

(i) Environmental factors:

This influence may be due to a foreseeable change in business condition, a

new technological invention or development, law or policies formulated by

government supervising agents. Types of environmental forces which

determine organisational buying behaviour are economic, political, legal

and technological influences

 

(ii) Organisational factors:

This is determined on the strategic priorities of the firm, and the role that

purchasing occupies in the executive hierarchy along with the competitions

that a business organisation is facing.

 

(iii) Individual factor:

This is determined by the procurement or purchasing officer. Each member

of staff in an organisation has a peculiar personality, identity, a specialize

set of learned experiences a specific organisational function and a mental

knowledge or perception of how best to achieve both personal and

organisational goals. Members of an organisation can be influenced by

rational and emotional quality and price. Emotional criteria comprise human

factors which include the desire for ego and status within an organization.

 

(iv) Interpersonal factors:

This relates to person to person relationship or influences as a result of

interaction that exist among member of organisation or a business to

business market. Members staff of different organizations, live, socialize

and relate with each other such as social club, professional bodies,

religious circles, philanthropic organizations etc and as such can influence

each other for patronage.

 

EVALUATION:    1. Explain organizational buying behaviour

2. Discuss the factors that influences organizational buying behaviour

CLASSWORK: As in evaluation

CONCLUSION: The teacher commends the students positively