Like consumers, organizations engage in a decision process when selecting products and services. Organizational buying behavior is the decision$-$making process that organizations use to establish the need

for products and services to identify, evaluate, and choose among alternative brands and supplies.

The goal of this activity is to demonstrate your understanding the organizational buyer purchase decision process for Tom's Training health club.

Identify which stage of the organizational buying process each statement represents.

Match each of the options above to the items below.

You are the membership manager at Tom's Training and you notice a large number of membership cancellations last month due to "lack of Pilates." You decide to add Pilates to your

class offerings.

Knowing little about Pilates equipment, you turn to the Internet to research Pilates towers, springboards, and reformers for sale.

Together with the purchasing manager, you determine the buying criteria should be performance, ease of setup, and price.

You decide to go with the Reformer Tower Combination due to the superior quality, delivery, customer service, and financing terms.

Over the next $30$ days, memberships to the gym grow as the popularity of the Pilates class increases. You conduct informal market research among the Pilates class members and

determine that users love the new equipment.