Professional Documents
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Analyzing Business Markets
Organizational Buying
Decision-making process by which formal organizations establish the need for purchased products and services, and identify evaluate, and choose among alternative brands and suppliers.
Professional purchasing
Trained staff RFP Organization policies Proposal
Purchase contracts
Se lle r
Se lle r
Derived demand
Wholesaler Retailer Consumer
Inelastic demand
Short term
Difficult to change Price is shouldered to consumers
Long term
Depends on situation
Fluctuation demand
More volatile
Acceleration effect
Headquarters
Direct purchasing
Bypass intermediaries
Buying Situation
Straight rebuy Modified rebuy New task
Purchasing Orientations
Buying Procurement Supply chain management
Risk
Qualifications
Marketers
Purchasing alone
Involve others
E Procurement
Detailed Proposal
Oral presentation
OTIFNE
No errors
Continue
Modify
Stop
CRM in B2B
Strong or Integrated relationship
Ideal
Practice