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11 Cards in this Set
- Front
- Back
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Business and org customers
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Are any buyers who buy for resale or to produce other goods and services. Org customers buy for a purpose and basic purchasing needs are economic.
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Purchasing specs
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org buyers often buy with these, they are written or electronic description of what the firm wants to buy
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Purchasing managers
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are buying specialist for their employers
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Multiple buying influence
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means that several people perhaps even management play a part in making a purchase decision.
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Users
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perhaps production line workers or their sups
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influencers
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engineering or r&d
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buyers
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purchasing managers
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Vendor analysis
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a formal rating of suppliers on all relevant areas of performance.
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new task buying
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occurs when a customer org has a new need and wants a great deal of information, can involve setting product specs, eval sources of supply. multiple buying influence is most often found in new task buying.
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Straight rebuy
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a routine repurchase that may have been made many times before. most company's small or recurring purchases are of this type often use ecommerce
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modified rebuy
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the in between process where some review of the buying situation is done
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