MARKETNG 300 Study Guide - Final Guide: Purchase Order, Iso 9000, Purchasing Manager
Document Summary
Multiple buying influence several people play a part in making decisions: buying specialists for their employers, users, influencers engineers or r&d, buyers purchasing manager, deciders purchasing manager or top management, gatekeepers control the flow of information within organization (secretary, research assistant, receptionist) Spend management system who influence the purchase: a request to buy something, handled online to cut time, wait to be authorized and change to purchase order, to track every single purchase, new task buying. Five key dimensions that help characterize most buyer seller relationships: cooperation, information sharing, operational linkages, legal bonds, relationship specific adaptations. Marketers often segment industrial markets on the basis of: customer size large firms do so much of the buying, geographic areas , groups of firm in similar lines of business, 13 times more service firms than manufacturers in the us, small service customers like internet buying, committee buying is impersonal decisions to add or drop lines or change, cost of merchandize, open to buy.
