Kwikset Commercial Grade Lever - Purchase Process
We were unable to provide the purchase process or decision maker responsible for purchasing electronic door levers for a small business, as such information is not publicly available. However, we identified the steps involved in the purchasing process of an organization to include problem identification, need description, product specification, search for a potential supplier, evaluation & selection, establishing credit & order specification, and finally, a performance review. The research strategy below explains the processes used in trying to obtain the information, and the research brief contains further details of our helpful findings.
We began our research by looking for articles regarding the purchase process flow of office upgrades for small business owners from sites such as Chron.com and Business Know-How, among others. The idea was that since these sites give information on how to run and operate a small business, they may have published the information for office upgrades like light switches, replacing paper towel dispensers, new phones, etc. However, this strategy did not provide the required answers; the articles that we found only provided information about the steps involved in a business organizations' purchasing process.
Next, we looked for survey reports for the requested topic on sites like Concordia University St. Paul Online and The Alternative Board, among others. We looked into these sites because they usually provide various studies that also include a survey of a sample population with questions, which are answered by them. Hence, we thought that such research papers could be used if there was any research regarding the purchase process followed by the decision maker responsible for purchasing electronic door levers or other related office upgrades for small businesses. Instead, we found information about how business owners make buying decisions, factors considered by small businesses when making tech purchase decisions, etc.
Lastly, we searched for information on how small business owners purchase the products of Schlage and other companies. We checked the official website of Schlage, United Locksmith, Marketing Teacher, among others, but we did not find any such information. The report found on the last mentioned site was about the general process of the buying decision process for business owners, and was not specific to the electronic door levers or other related products. We had anticipated that there might be publications about the decision maker in purchasing such products, or the process involved, which we would have used as a proxy for electronic door levers.
STEPS INVOLVED IN THE PURCHASING PROCESS OF AN ORGANIZATION
An organization's decision to purchase an item(s) follows the following purchase process:
Identifying a problem marks the first stage of the purchasing process, in which an individual or the management of the organization discovers a problem that can be solved by making a purchase.
After identifying the problem, the organization has to determine the required product/service to use.
After a consensus has been reached by the people in-charged of making the purchasing decisions regarding the need for the purchase of a product, they will then streamline their options by stating the requirements of the product they wish to purchase.
SEARCH FOR A POTENTIAL SUPPLIER
Next, the organization has to carry out a thorough search for potential suppliers of the product, to determine their credibility, financial stability, as well as their potential for futuristic business. However, in the event of a large purchase, the organization will request proposals from the suppliers.
EVALUATION AND SELECTION
After establishing a base of trustworthy suppliers, the purchasing entity will evaluate their proposals (in the case that there is one), and prices, then select the best quality and price.
ESTABLISHING CREDIT AND ORDER SPECIFICATION
Once a choice for the supplier has been agreed upon, the organization will make their order in terms of quantity, and this may involve making payment to the supplier, terms agreement, etc.
The last stage of the purchasing process occurs after the organization receives the package. The organization will check to see if the product is tailored to acceptable standards, and this may influence further business with the supplier.
OTHER HELPFUL FINDINGS
The steps involved in the decision-making of an organization include process that identifies the decision, gathers information, identifies alternatives, weighs the evidence, chooses among other options, takes action, and finally, reviews the decision.
Small business owners make quick purchasing decisions, and when in the process of evaluating a new product or service for purchase, they prefer to be informed about it from vendor representatives, the company's website, or in a conversation with a colleague. This analysis is evident from the fact that 46% of small business owners would rather be educated about a product/service from a vendor and 29% use the product company's website. In establishing contact with them, business owners prefer that vendors use email or a phone call. However, most business owners would prefer not to be contacted at all.
For tech marketers whose target is small businesses, they need to focus on the owners, as 83% of small enterprises do not have an IT staff, and 72% of owners handle their tech purchase decisions by themselves.
The buyer decision process is classified into problem recognition, search for information, evaluation of available alternatives, supplier and final product/services selection, and post-purchase evaluation/review.