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Flashcards in Org. Buying Behaviour Deck (6)
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1

What are the functional areas frequently involved in a purchasing decision?

Marketing - Create competitive advantage through buying acts
Production - Delivery and reliability of purchases
Technical development - Generate idea for specifications
R&D - Define technological requirements
Strategic staff - Evaluate decisions on a company level
Top management - Establish guidelines for all buying decisions
Buying - Identify and evaluate sellers, develop buying routines

2

Who are included in the decision making process?

Various departments, but the department most involved often reflects the industry. Finance is usually the second most involved.

3

Who are the buying center participants?

Initiator, Buyer(bonus and savings), Decider(employee and investor interests), Influencer (reputation and CEO satisfaction), Gatekeeper(power to decide), User (saving effort)

4

Types of buying processes?

- Anticipation or recognition of a problem
- Determination of characteristics and quantity of needed items
- Description of characteristics and qantity of needed items
- Search for and qualification of potential sources
- Acquisition and analysis of proposals
- Selection of supplier(s)
- Selection of an order routine
- Performance feedback and evaluation

5

In what three dimensions can buying situations be differentiated in?

1. Newness
2. Information requirements
3. Importance of alternatives
These dimensions determine how complex the situation is and who will be a member of a buying center.

6

How does the infomation amout a company has affect a buying situation?

The "risk continuum" ranges from low to high and determines the buying centre structure accordingly