Escolar Documentos
Profissional Documentos
Cultura Documentos
5. Acquisition
4. Supplier Organizational and Analysis
Search Buying Process of Proposals
7. Selection
6. Supplier 8. Performance
of
Selection Review
Order Routine
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Three Buying Situations
(slide 1 of 4)
1. New task
2. Modified rebuy
3. Straight rebuy
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Three Buying Situations
1. New Task (slide 2 of 4)
• New task—the problem or need is totally
different from previous experiences.
– Significant amount of information is required.
– Buyers operate in the extensive problem
solving stage.
• Buyers lack well defined criteria.
• Lack strong predispositions toward a
solution.
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Three Buying Situations
2. Modified Rebuy (slide 3 of 4)
• Modified rebuy—decision makers feel there
are benefits to be derived by reevaluating
alternatives.
– Most likely to occur when displeased with
the performance of current supplier.
– Buyers operate in the limited problem
solving stage.
• Buyers have well defined criteria.
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Three Buying Situations
3. Straight rebuy (slide 4 of 4)
• Straight rebuy—the problem or need is a
recurring or continuing situation.
– Buyers have experience in the area in
question.
– Require little or no new information.
– Buyers operate in the routine problem
solving stage.
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Buying Decision Approaches
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• Enables individual employees to buy online while the
company retains control of the purchasing process.
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Forces Influencing Organizational Buying
Behavior
•Economic Outlook:
A projected change in Domestic & Global
business conditions •Pace of Technological
can drastically alter Environmental
Change
buying plan. Forces
•Global Trade Relations
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Questions for the Industrial Salesperson
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Members of the buying center assume different roles
throughout the procurement process.
Clues for
Identifying
Powerful
Buying
Center
Members
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Selective Process & Cognition
Selective exposure.
Selective attention.
Selective perception.
Selective retention.
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Perceived Risk Components
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Major Elements of Organizational Buying Behavior
The behavior of
organizational buyers
is influenced by
environmental,
organizational, group,
and individual factors.
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