Many buyers prefer to buy a total solution to a problem from one seller. Page: 188 In which of the following is a person performing the role of a gatekeeper? The decision-making unit of a buying organizations is called The Buying Centre. These stages describe the buying stages involved in a new-task buying situation. From the standpoint of the steel manufacturer, which of the following demand forms is most pertinent? Concept 4: Of Concern to Business Marketers www. A Dan decides on the product requirements and makes the final choice of suppliers. E-ProcurementMoving into E-Procurement involves more than acquiring software; it requires changing purchasing strategy and structure; however the benefits are many, like volume discounts, less buying of substandard goods and a smaller purchasing staff is required.
This group of environmental activists can be categorized under which of the following reference groups? Sub-culture - Provides more specific identification and socialization. To improve effectiveness and efficiency, business suppliers and customers are exploring different ways to manage their business relationships. What buying situations do organizational buyers face? C Seek the best value from fewer and better suppliers. Conducting Marketing Research Part 3. A Make the most profit possible and remain independent of entanglements. E They deal with the same kind of buyers as consumer marketers.
This chapter talks about the various behavioural patterns that govern the decision making process of a customer. Creating Brand Equity Chapter 10. Page: 193 The new, more strategically oriented purchasing departments have a mission. Developing Marketing Strategies and Plans Part 2: Capturing Marketing Insights Chapter 3. Be able to use of economic indicators to forecast and set the economic trend.
How can companies build strong relationships with business customers? Page: 188-189 If you were an upper-level marketing executive of a large seller of trucks, which of the following strategies would be most appropriate in reaching buying center targets? If the findings favor disposable gowns, then the operating-room administrator compares various competitors' products and prices and makes a choice. Compared to its competitors Nordstrom should improve on their online advertisements and presence. Creating Long-term Loyalty Relationships Chapter 6. Designing and Managing Integrated Marketing Communications Chapter 18. Characteristics of Business Markets 2. Initiator users or others in the organization who request that something be purchased 2. The more alarming figures arise from the Yankelovich survey, in which nine out of ten respondents favored legislation to regulate business uses of consumer information.
Course Objectives: This course enables the student to: 1. That really attests to the fact that this is an enormously important issue to people. Setting Product Strategy Chapter 14. Designing and Managing Services Chapter 14. Which of the following is False? Within its structured environment, students practice what they learn, test their understanding, and pursue a personalized study plan that helps them better absorb course material and understand difficult concepts. Analyzing Consumer Markets Chapter 7. Gatekeepers people who have power to prevent sellers or information from reaching members of the buying center.
Primary groups: regular interaction, e. According to various surveys, the best customers for direct marketing are many of the same people who are looking for proper safeguards in the relationship between the marketer, the service provider, and the consumer. Americans value individualism, freedom, youthfulness, success whereas the British value tradition, the family, the rule of law, etc. Of Concern to Business Marketers 5. Stay on the cutting-edge with the gold standard text that reflects the latest in marketing theory and practice.
Dayday September 1, 2011 Top 10 Concepts www. B Luke has the authority to pick out the supplier and negotiate the terms of purchase. Defining Marketing for the 21st Century Chapter 2. Supplier SelectionBefore selecting a supplier, the buyer or buying centre will specify desired supplier attributes and indicate their relative importance. Managing a Holistic Marketing Organization.
Buyers use two tactics : Commoditization and MultiSourcing. Social Class — Homogeneous and enduring divisions in a society which are hierarchically ordered. The demand for business goods is ultimately derived from the demand for consumer goods. How do business buyers make their decisions? Subcultures include nationalities, religions, racial groups, and geographic regions. Managing the Marketing Organization Chapter 23. Business buyers often buy via intermediaries. A guided selling B purchasing support C turnkey logistics D decision support E systems contracting Page: 187 When purchasing disposable surgical gowns, Mercy Hospital's vice president of purchasing analyzes whether the hospital should buy disposable gowns or reusable gowns.
Dayday September 1, 2011 Top 10 Concepts www. These are characterized by low budgets and captive clienteles. A decider B initiator C user D gatekeeper E buyer Page: 188 In which of the following is a person performing the role of an influencer? Page: 188 Which of the following is true about the buying center? Page: 184 Which of the following is a challenge in which business marketers differ from the consumer marketers? Almost all managerial decisions What is their level of influence? Stages in the Business Buying ProcessRobinsons and Associates have identified eight stages and called them buyphases. Social stratification is also key when considering how to market a product which includes seven categories: 1 lower lowers 2 upper lowers 3 working class 4 middle class 5 upper middles 6 lower uppers 7 upper uppers. D Concentrate sales efforts on the support staff. Building stronger interfaces between marketing and sales. To develop the business strategies keeping the government policies and their impact on it, i.
Be able to develop a competitive strategy in a global economy. Buyers for government organizations tend to require a great deal of paperwork from their vendors and to favor open bidding and domestic companies. Straight Rebuy Modified Rebuy New TaskMarketing Management9Business Buying Situationsa. Straight Rebuy : Routine reordering e. Marketers must have a thorough understanding of how consumers think, feel, and act and offer clear value to each and every target consumer. Designing and Managing Integrated Marketing Communications Chapter 20.