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20 Cards in this Set
- Front
- Back
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Define the word product and the three different parts of it |
The goods and services combination the company offers to the target company Core (what the product does for you) Actual (physical product, design & brands) Augmented (add-ons, guarantees, servicing) |
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Describe the four p:s |
Price (goal for company: reduce the costs through improving manufacturing & efficiency) Place (company activities that make the product available to target consumers. distribution) Promotion (informing/persuading) People (the persons who's selling the product/the customer) |
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Describe the different aspects that have an impact on the intensity of rivalry within an industry (Porter's 5 forces model) |
Threat of substitute products Bargaining power of buyers Threat of new entrants Bargaining power of suppliers |
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Which key decisions has to be made during an environmental scanning? |
- What to scan - How to organize the actiivity |
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Which three parts of an organization does environmental scanning create fit between? |
Strategy, organization and the environment |
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Which responses are there for environmental change? |
- Ignorance (when environmental scanning is poor) - Delay (result of slow bureaucratic decision processes) - Retrenchment (nedskärning, only delay the inevitable) - Gradual strategic repositioning (gradual adaption to environmental change) - Radical strategic repositioning (fast change) |
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Which are the forces of the macro-environment? |
- Social trends - Technological - Ecological - Political and legal - Economic |
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Which are the forces of the micro-environment? |
- Suppliers - Customers - Competitors - Distributors |
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Give examples of economic, political and ecological forces |
Economic: Growth & unemployment, interest & exchange rates, taxation & inflation Political: EU, pro-competitive legislation, consumer legislation Ecological: Climate change, pollution, conservation of scarce resources |
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Give examples of social & technological forces |
Social: demographic, cultural, CSR Technological: mobile phones, internet, robotics |
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Which questions can be asked to understand a customer? |
Who is important? What are their choice criteria? When do they buy? Where do they buy? How do they buy? |
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Which roles are there in the buying decision making process? (Who buys?) |
1. Initiator 2. Influencer 3. Decider 4. Buyer 5. User |
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Which two paradigms are there in consumer behavior research? |
Information processing approach (rational) Consumer Culture theory (sociocultural/experiental) |
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Which stages exist in the typical decision-making process for consumers? |
1.Need recognition/problem awareness 2.Information search 3.Evaluation of alternatives 4.Purchase 5.Post-purchase evaluation of decision |
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Which stages exist in the typical decision-making process for organizations? |
1.Need recognition/problem awareness 2. Determination of specification and quantity of needed item 3. Search for and qualification of potential sources 4. Acquisition and analysis of proposals 5. Evaluation of proposals and selection of supplier(s) 6. Selection of an order routine 7. Performance feedback |
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Which are the four types of choice criteria when a customer is deciding whether to buy one product or another? |
Technical: reliability, style, performance Economic: price, value for money, running costs Social: status, social belonging, fashion Personal: self-image, emotions, morals |
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Which are the four different consumer decision types? |
Extended problem solving: high involvement, significant difference between brands, e.g car Habitual problem solving: limited difference between brands, e.g groceries Limited problem solving: comparing prices, but still know a little about the purchase Variety seeking behavior: significant perceived differences, but low involvement |
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Which are the personal(6) and social(3) influences on consumer behavior? |
Personal: info processing, motivation & values, beliefs & attitudes, personality, lifestyle, life cycle Social: culture and subculture, social class, reference groups |
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Which are the influences/choice criteria on/of organizational purchasing behavior? |
Buy class: straight re-buy, modified re-buy or new task Product type: product constituents, product facilities, MROs Importance of purchase: |
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Which types can products be classified to? (organizational buying) |
1. Materials (used in production process) 2. Components (incorporated in the finished product) 3. Plant and equipment (grävskopa etc) 4. Products and services for MRO (maintenance, repair and operation) (typ verktyg, olja etc) |
