Buy Grid Framework

The Buy Grid model is from 1967 and created by the three professors Patrick J. Robinson, Charles W. Faris and Yoram Wind. The model describes the purchasing behavior and decision-making process for purchases between companies - i.e. on the Business to Business market. It contains a total of 8 purchase phases and has three categories of purchase types. The buying stages are the stages an organization goes through when making a buying decision. These are problem recognition, overall requirement fulfillment, product specification, supplier search, obtaining offers and analysis, evaluation and negotiation of offers, order specification and control of orders and deliveries. The purchase classes are the types of purchase situations that an organization faces, such as new purchase, modified repurchase or direct repurchase also called routine purchase. The Buy Grid model is a conceptual framework for analyzing and understanding the organizational buying process.