Term How is the business buying process more formalized than the consumer buying process? In routine buying, the buyers are often the deciders, or at least the approvers. Industrial marketing research in Great Britain is now widely accepted and used. After reviewing them, Don then determines whether or not to include the vendor on the approved vendor list. The company recently changed its business model from just selling explosives to managing an entire blast in a quarry. Term Gatekeepers Definition People in the organization's buying center who control the flow of information to others. Depending on the company, many different types of business positions are included as part of the buying center.
It identifies the hospital personnel involved in this buying decision as the vice president of purchasing, the operating room administrator, and the surgeons. Straight Rebuy: Where an organisation reorders without modification to the specification. To have a clear picture of McDonald's corporation we need to look at its Task Environment, which includes its: We shall also explore McDonald's Workforce. Electronic Data Interchange, Good, Management 1321 Words 5 Pages build close long-term relationships Buying Situation Straight rebuy is a routine purchase decision such as a reorder without any modification Modified rebuy is a purchase decision that requires some research where the buyer wants to modify the product specification, price, terms, or suppliers Straight or Modifies rebuy may skip some of the stages of the buying process. E-procurement gives buyers access to new suppliers, lowers purchasing costs, and hastens order processing and delivery.
D Concentrate sales efforts on the support staff. Business customer buying behavior seems to be similar in the U. A benchmarking B compositional C importance rating D focus-group E conjoint analysis Page: 199 Robert Jennings consultants help farmers deliver an incremental animal weight gain of 8% to 12% over competitors. A gatekeeper B initiator C user D decider E influencer Page: 188 When purchasing disposable surgical gowns, Mercy Hospital's vice president of purchasing analyzes whether the hospital should buy disposable gowns or reusable gowns. By the definition of buying centre, which is the group of people in an organization who participate in the buying process and the people who make up the buying centre depends on the specific item being bought.
Each participant in the business buying-decision process brings in personal motives, perceptions, and preferences. In a straight rebuy, the buyer reorders something without any modifications. Term Briefly describe the major advantages of business-to-business marketing on the Internet. D They deal with fewer and smaller buyers than consumer marketers. Definition individuals who supply the product Term Which of the following statements about buying centers is true? A decider B initiator C user D gatekeeper E buyer Page: 188 In which of the following is a person performing the role of an influencer? Definition new task Term Don Brady is responsible for obtaining price quotations from various vendors. Value analysis is an approach to cost reduction in which components are studied carefully to determine if they can be redesigned, standardized, or made by less costly methods of production. A business buying situation in which the buyer wants to modify product specifications, prices, terms, or suppliers.
Buyers The people in the organization's buying center who make an actual purchase. Definition general need description Term In which stage of the business buying process is a supplier most likely to provide a buyer with information about the values of different product characteristics? By showing buyers a better way to make an object, outside sellers can turn straight rebuy situations into new-task situations that give them a chance to obtain new business. In turn, business marketers can connect with customers online to share marketing information, sell products and services, provide customer support services, and maintain ongoing customer relationships. Everything you always wanted to know. Different buying center participants may be involved at different stages of the process. Today, most B-to-B marketers recognize that emotion plays an important role in business buying decisions.
The kinds of markets in which organizational buyers operate are as follows. The suppliers are asked to submit proposals. Worthington was at which stage of the business buying process when he decided to replace his old coops? This is true systems selling. Definition formalized Term The owners of the company you work for have developed a core network of suppliers they are working closely with to ensure an appropriate and dependable supply of products. Though industrial marketing researchers would agree that there are different types of purchase situations, they would disagree on a taxonomy for describing them. The Charter Fishing Company has many restaurants that have standing monthly orders for fish due to their happiness with the fish product line.
Definition new-task buying Term Which of the following is an example of an internal stimulus that might lead to the business buying process stage of problem recognition? Thomas Jefferson made this decision because Jefferson did not want any other nation ruling in that territory, because Jefferson did not want to feel threatened with natives from the new land and France trying to take over America. Term Proposal solicitation Definition The stage of the business buying process in which the buyer invites qualified suppliers to submit proposals. C A buying center consists of only mid-level managers and below. Albrecht's dental assistants told the dentist he should buy a machine that would sterilize his tools without using any water because water tends to cause the tools to rust or corrode over time. Environmental Economic developments Supply conditions Technological change Political and regulatory developments Competitive developments Culture and customs Organizational Objectives Policies Procedures Organizational structure Systems Interpersonal I. Several persons in organization influence purchase.
This is an example of which of the following differences between the consumer and business markets? A railroad plans to change from steel to aluminum rail cars to cut weight. Multiple buying influence should be expected in: A. My attention is on driving the car properly and not on the commercial so I have low involvement with the message of the commercial. Committee buying in large retail chains A. Definition business; consumer Term Which of the following is true about business marketers in comparison to consumer marketers? » » Straight Rebuy Straight Rebuy - a in which the buys the same in the same on the same terms from the same. Term Giant Food Stores buy a lot of frozen turkey products at Thanksgiving and Christmas due to high consumer demand.