M6 Flashcards
ALL BUSINESS AND ORGANIZATIONAL CUSTOMERS
- PRODUCERS
- INTERMEDIARIES
- GOVERNMENT UNITS
- NONPROFITS
PRODUCERS
○ Manufacturers
○ Farms, mines, and etc.
○ Financial institutions
○ Other providers
INTERMEDIARIES
○ Wholesalers
○ Retailers
GOVERNMENT UNITS
○ Federal
○ State and Local
NONPROFITS
○ National
○ Local
BUYING CENTER
- BUYERS
- INFLLUENCERS
- DECIDERS
- GATEKEEPERS
- USERS
Determine appropriate specs or information that the
company needs before buying.
INFLUENCERS
Responsible for dealing with suppliers
BUYERS
are responsible for dealing directly with
suppliers. They handle the practical aspects of purchasing, including arranging the terms of the sale, negotiating prices, delivery, and contracts.
BUYERS
are individuals who have the final say in
the purchasing decision. This typically includes senior managers, department heads, or finance executives who approve or disapprove the purchase.
DECIDERS
control the flow of information and
access to decision-makers. They may filter the information that reaches deciders or other key members of the buying center.
GATEKEEPERS
are the individuals or groups who will ultimately use the product or service being purchased.
USERS
STEPS/MODEL OF ORGANIZATIONAL BUYING
- STEP 1: DEFINING THE PROBLEM
- STEP 2: BUYING PROCESS
- STEP 3: MANAGING THE BUYER-SELLER RELATIONSHIP
STEP 1: DEFINING THE PROBLEM
○ Problem recognition
○ Need description
○ Product specification
STEP 2: BUYING PROCESS
○ Establish buying process
○ Gather information
○ Solicit bids
○ Select the supplier
