Hierarchical MARKETS AND BUYER BEHAVIORSlide 2
THE NATURE AND SIZE OF ORGANIZATIONAL MARKETS Business showcasing Organizational purchasersSlide 3
Type and number of US authoritative clientsSlide 4
THE NATURE AND SIZE OF ORGANIZATIONAL MARKETS Industrial Markets Industrial firms Reseller Market Resellers Government Markets Government Units Global Organizational MarketsSlide 5
North American Industry Classification System MEASURING DOMESTIC AND GLOBAL INDUSTRIAL, RESELLER, AND GOVERNMENT MARKETSSlide 6
NAICS breakdown for data ventures area: NAICS code 51 (curtailed)Slide 7
CHARACTERISTICS OF ORGANIZATIONAL BUYINGSlide 8
CHARACTERISTICS OF ORGANIZATIONAL BUYING Demand Characteristics Derived interest Size of the Order or Purchase Number of Potential Buyers Organizational Buying ObjectivesSlide 9
CHARACTERISTICS OF ORGANIZATIONAL BUYING Organizational Buying Criteria ISO 9000 Reverse advertisingSlide 10
CHARACTERISTICS OF ORGANIZATIONAL BUYING Buyer-Seller Relationships and Supply Partnerships Reciprocity Supply associationSlide 11
CHARACTERISTICS OF ORGANIZATIONAL BUYING The Buying Center : A Cross-Functional Group People in the Buying Center Roles in the Buying Center Buying Situations and the Buying Center Buy classesSlide 12
How they purchasing circumstance influences purchasing focus conductSlide 13
CHARTING THE ORGANZATIONAL BUYING PROCESS Stages in the Organizational Buying Process Organizational purchasing conductSlide 14
CHARTING THE ORGANZATIONAL BUYING PROCESS Problem Recognition Make-purchase choice Information Search Value investigationSlide 15
Comparing the phases in customer and authoritative buysSlide 16
CHARTING THE ORGANZATIONAL BUYING PROCESS Alternative Evaluation Bidder\'s rundown Purchase Decision Postpurchase BehaviorSlide 17
ONLINE BUYING IN ORGANIZATIONAL MARKETS Prominence of Online Buying in Organizational Markets E-Marketplaces : Virtual Organizational Markets Online Auctions in Organizational MarketsSlide 18
How purchaser and merchant members and value conduct vary by sort of online closeoutSlide 19
ONLINE BUYING IN ORGANIZATIONAL MARKETS Online Auctions in Organizational Markets Traditional closeout Reverse closeoutSlide 20
Business Marketing Business promoting is the advertising of products and administrations to business endeavors, governments, and other benefit and not-revenue driven associations for use in the manifestations of merchandise and administrations that they then deliver and market to different business buyers, and also people and extreme buyers.Slide 21
Organizational Buyers Organizational purchasers are those producers, wholesalers and retailers, and government offices that purchase products and administrations for their own particular use or for resale.Slide 22
Industrial Firms Industrial firms reprocess an item or administration they purchase before offering it again to the following purchaser.Slide 23
Resellers Wholesalers and retailers who purchase physical items and exchange them again without a reprocessing are affiliates.Slide 24
Government Units Government units are the elected, state, and nearby organizations that purchase products and administrations for the constituents they serve.Slide 25
North American Industry Classification Systems The North American Industry Classification System (NAICS) gives normal industry definitions to Canada, Mexico, and the United States.Slide 26
Derived Demand Derived interest implies that the interest for mechanical items and administrations is driven by, or got from, interest for shopper items and administrations.Slide 27
Organizational Buying Criteria Organizational purchasing criteria are the target traits of the supplier\'s items and administrations and the capacities of the supplier itself.Slide 28
ISO 9000 ISO 9000 benchmarks are norms for enrollment and affirmation of a producer\'s quality administration and confirmation framework in light of an on location review of practices and strategies.Slide 29
Reverse Marketing Reverse advertising includes the planned exertion by hierarchical purchasers to construct connections that shape suppliers\' items administrations, and capacities to fit a purchaser\'s needs and those of its clients.Slide 30
Reciprocity is a mechanical purchasing hone in which two association consent to buy each other\'s items and administrations.Slide 31
Supply Partnership A supply association exists when a purchaser and its supplier embrace commonly helpful destinations, strategies, and systems with the end goal of bringing down the expense and/or expanding the estimation of items and administrations conveyed to a definitive buyer.Slide 32
Buying Center A purchasing focus is comprised of a few people in an association who take an interest in the purchasing procedure.Slide 33
Buy Classes Buy classes are straight rebuy, altered rebuy, and new purchase.Slide 34
Organizational Buying Behavior Organizational purchasing conduct is the basic leadership handle that associations use to build up the requirement for items and benefits and distinguish, assess, and picked among option brands and suppliers.Slide 35
Make-Buy Decision A settle on purchase choice is an assessment of whether segments and congregations will be bought structure outside suppliers or worked by the organization itself.Slide 36
Value Analysis Value examination is the precise evaluation of the configuration, quality, and execution of an item to lessen buying costs.Slide 37
Bidder\'s List A bidder\'s rundown is a rundown of firms accepted to be qualified to supply a given thing.Slide 38
E-Marketplaces E-commercial centers are internet exchanging groups that unite purchaser and merchant associations.Slide 39
Traditional Auction In a conventional closeout a merchant puts a thing available to be purchased and would-be purchasers are welcome to offer in rivalry with each other.Slide 40
Reverse Auction In an opposite closeout , a purchaser conveys a requirement for a result of administration and would-be suppliers are welcome to offer in rivalry with each other.
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