Chapter 2- Industrial buyer behaviour Flashcards
1
Q
Organisational buying processes
A
New Buy- long decision-making, high involvement
Modified re-buy - subsequent purchase involving reexamination of products/suppliers
Straight re-buy- routine basis
2
Q
Derived demand
A
products used for resale or to make other products
3
Q
Joint demand
A
demand for one product dictates the need for another
4
Q
Fluctuating demand
A
fluctuating consumer demand
5
Q
Gate keepers
A
e.g.. receptionist
control flow of information
act as barriers to sale people
6
Q
Influencers
A
Eg. individuals within the firm
‘have the ear’ of decision makers and trust
7
Q
Users
A
e.g.. employees that use the product
8
Q
Deciders
A
hardest to influence, more senior
surrounded by gatekeepers
9
Q
Buyers
A
there to handle the mechanical aspects of purchase
