Class Intro 6
|Revision as of 15:08, 1 March 2012
Alex (Talk | contribs)
← Previous diff
|Revision as of 15:57, 1 March 2012
Alex (Talk | contribs)
Next diff →
|Line 25:||Line 25:|
|New-task buying requires new information: search engines; web-sites; online communities; competitive bids||New-task buying requires new information: search engines; web-sites; online communities; competitive bids|
|+||Sources of information: includes whitepapers: [http://www.zehno.com/white_papers/engagement-marketing-revisited-how-to-embrace-the-new-social-media-tools/ Engagement Marketing Revisited: How to Embrace the New Social Media Tools]|
Revision as of 15:57, 1 March 2012
Business Customers and Buying Behavior.
The Economy! Weaker consumer demand has knock-on consequences throughout the supply chains. Combined with higher oil prices (cost of inputs), impact corporate buying.
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
McDonald's, friendlier ribs. Consumer pressure, with animal welfare groups, pressures organization to change. McDonald's then needs to change the behavior of its suppliers, or change suppliers.
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
Sources of information: includes whitepapers: Engagement Marketing Revisited: How to Embrace the New Social Media Tools
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.
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
Example: Selling to Barnes & Noble Selling to store, versus selling to corporate
Government: large; competitive bids; "approved" supplier list; foreign governments; FCPA
7% hiring of disabled workers, for government contractors