Objectives How business Consumer markets Differ Organizational Buying Situations Participants in the Business Buying Process Major Influences on Organizational buyers Business Buyer Decision Making Institutional Government Buying C2000 Prentice Hall
©2000 Prentice Hall Objectives How Business & Consumer Markets Differ Organizational Buying Situations Participants in the Business Buying Process Major Influences on Organizational Buyers Business Buyer Decision Making Institutional & Government Buying
Organizational Factors Decentralized Purchasing Cross- Centralized Department Functional Purchasing Roles Purchasing of small Upgrading Ticket Items Purchasing- Internet Long-Term Performance Lean Purchasing Contracts Evaluation Production ro.Buyers C2000 Prentice Hall
©2000 Prentice Hall Organizational Factors PurchasingDepartment Upgrading CrossFunctional Roles Centralized Purchasing Decentralized Purchasing of Small Ticket Items Internet Purchasing Long-Term Contracts PurchasingPerformance Evaluation & Pro. Buyers Lean Production
Need Problem Recognition tecognition General Need Description Info Product Specification Search/ Supplier Search Eval Proposal Solicitation Purchase Supplier Selection OrderRoutine Specification Post Performance Review Purchase C2000 Prentice Hall
©2000 Prentice Hall Problem Recognition General Need Description Product Specification Supplier Search Proposal Solicitation Supplier Selection Order Routine Specification Performance Review Post Purchase Purchase Info Search/ Eval Need Recognition
Institutional Markets Low Budgets Captive Patrons C2000 Prentice Hall
©2000 Prentice Hall Institutional Markets Low Budgets Captive Patrons
Government Markets Domestic Suppliers Public review Cost Minimization Open Bids Paperwork C2000 Prentice Hall
©2000 Prentice Hall Government Markets Domestic Suppliers Cost Minimization Open Bids Public Review Paperwork