What is Purchase decision process

The Internet is used by firm purchasers as a source of information in procurement. We propose a model of the determinants and consequences of Internet use in this process. We analyzed whether different Internet tools are used throughout all purchasing phases and whether the characteristics of the buying situation determined the use of the Internet in that process. We also proposed to analyze how Internet use in this process impacts companies from two different points of view: organizational and economical. Organizational consequences refer to the buying center structure in terms of size, participation, number of hierarchical levels, and functional areas. Economical consequences refer to purchase results in terms of efficacy and efficiency. Implications for business-to-business marketers and researchers are discussed.