Presenting a model of sociological factors affecting organizational purchasing decision-making behavior with the aim of observing the economy and goodwill of the treasury

Numerous factors influence the buyer's behavior and decision-making in the organizational purchasing process, which sometimes does not follow successive steps. Internal factors merge with external factors, thus forming the final decision of the buyer. The present study, focusing on Gachsaran Oil and Gas Exploitation Company, has identified the factors affecting organizational purchasing decision-making behavior. The statistical population of this study consisted of all experts in the field of the company. Due to the limited and uncertainty of experts in this field, the snowball sampling method was used. The data collection tool is library studies, face-to-face conversations, and the research method used is the Delphi technique. First, by using the library method and reviewing the texts and observing the factors related to the purchase of the mentioned company, it has identified the factors and finally, 95 items to identify and in 5 categories of factors (environmental, marketing mix, organizational, individual and shortcuts), Were classified. During the results obtained in the company, these factors affect the behavior of buyers in organizational purchasing decisions.