Class Intro 6
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| [http://nextlevelpurchasing.com/articles/dual-source.html Dual sourcing] as an option, spreading risk of supply chain disruption. | [http://nextlevelpurchasing.com/articles/dual-source.html Dual sourcing] as an option, spreading risk of supply chain disruption. | ||
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| + | [http://www.census.gov/eos/www/naics/ North American Industry Classification System] | ||
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| + | Manufacturers: few are large; clustered in geographic areas; classification by business data; NAICS codes | ||
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| + | Services: smaller and more spread out; informal buying process | ||
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| + | Retailers and wholesalers: committee buying; buying based on data; reorders are straight rebuys | ||
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| + | Government: large; competitive bids; "approved" supplier list; foreign governments; FCPA | ||
Revision as of 21:23, 29 February 2012
Business Customers and Buying Behavior.
Differences with final consumers: Purchase criteria and specifications; Multiple buying influence; Problem-solving process; B2B e-commerce; Buyer-seller relationships
Key types: Manufacturers; Producers of services; Retailers and Wholesalers; Government; Non-profits
Specifications: describe the need
Quality certification: ISO 9000
Buying Center: Buyers; Influencers; Deciders; Gatekeepers; Users
Influences on organizational buying includes: Vendor analysis; Behavioral needs; Ethical concerns; Centralization of purchasing
Types of organizational buyers: straight rebuy; modified rebuy; new-task buying
New-task buying requires new information: search engines; web-sites; online communities; competitive bids
Buyer-seller relationships, benefits of close relationship: mutual trust; long-term outlook; share tasks to reduce costs
Buyer-seller relationships, risks of close relationship: reduce flexibility; lock-in; not economical
Dual sourcing as an option, spreading risk of supply chain disruption.
North American Industry Classification System
Manufacturers: few are large; clustered in geographic areas; classification by business data; NAICS codes
Services: smaller and more spread out; informal buying process
Retailers and wholesalers: committee buying; buying based on data; reorders are straight rebuys
Government: large; competitive bids; "approved" supplier list; foreign governments; FCPA
