Chapter 6 Flashcards
The decision process by which business buyers determine which products and services their organizations need to purchase and then find, evaluate, and choose among alternative suppliers and brands.
Business Buying Process
Business markets are similar to consumer markets in that,
both involve people who make purchase decisions to satisfy a need
Derived demand
Business demand that ultimately comes from the demand for consumer goods
Involves systematically developing networks of supplier partners
supplier demand
Business buying situation in which the buyer routinely reorders something without any modification.
Straight rebuy
Business buying situation in which the buyer purchases a product or service for the first time
New task
The decision making unit of a purchasing organization
Buying center
Individuals and units that play a role in the purchase decision making process
buying center
What controls the flow of information to others in the buying center
Gatekeepers
