Escolar Documentos
Profissional Documentos
Cultura Documentos
Analyzing
Business Markets
Straight rebuy
Modified rebuy
New task
Prime Second-tier
contractors contractors
Users
Influencers
Deciders
Approvers
Buyers
Gatekeepers
Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall 7-10
Of Concern to Business Marketers
Key Buying
Small Sellers Influencers
Multilevel
Large Sellers In-depth
Selling
• Catalog sites
• Vertical markets
• Pure play auction sites
• Spot markets
• Private exchanges
• Barter markets
• Buying alliances
Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall 7-15
Methods of e-Procurement
Allow no refunds
Make no adjustments
Provide no services
Stockless
purchase plans
Vendor-managed
inventory
Continuous
replenishment
Expertise
Trustworthiness Likeability
Cooperating
Transparent
Design
Product/Service Product
Quality Comparison
Pervasive
Partnering
Advocacy
Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall 7-22
Factors Affecting
Buyer-Supplier Relationships
Availability of Importance of
alternatives supply