ADM 2320 Lecture Notes - Lecture 9: Psychographic, Organizational Culture, Business Marketing
9 Oct 2017
School
Department
Course
Professor
Document Summary
Identifying decision makers in organization who authorize or influence purchases. Understand the buying process of each potential client. Identify factors that influence the buying process of potential clients. Products technical in nature, purchased based on specifications. Heavy emphasis on delivery time, technical assistance, after sale service, financing. Qualified, professional buyers - more formalized buying process. Price often negotiated, inelastic, affected by trade/quantity discounts. This was created to provide comparable statistics about business activities in all of north. This process is similar to the b2c process, but there are key differences. The firm will determine a lost of potential specifications that vendors might use to develop their proposals. This product specifications should be done with the suppliers, to ensure to get the product that they really want. You have to specify the features of the products, technical feel, feel performance, etc. This is where a firm invites suppliers to submit their bids on supplying their required components.
