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5 Cards in this Set
- Front
- Back
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define organizational buying |
Decision making process of formal organizations (how they establish need for product, evaluate and choose amongst diff brands) |
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What are some characteristics of business markets? |
Fewer larger buyers Professional buying Direct purchasing Close supplier-customer relationship Multiple buying influences |
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3 Buying situations |
New task/buy: lots of info gathering, long decision making process, first time purchase Modified rebuy; change certain specifications but still same company Straight rebuy: no thought about it, have done it before |
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Who are the 7 parties of the buying center? |
Influencer Initiator Gatekeeper Decider User Approver Buyer |
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What are the 7 stages of the buying process? |
1) Problem recognition 2)Need description/product specification 3) Supplier search 4) Proposal solicitation 5) supplier selection 6) order-routine specification 7) performance review |
