?2000 Prentice Hall
Objectives
? How Business & Consumer Markets Differ
? Organizational Buying Situations
? Participants in the Business Buying
Process
? Major Influences on Organizational Buyers
? Business Buyer Decision Making
? Institutional & Government Buying
?2000 Prentice Hall
Organizational Factors
Purchasing-
Department
Upgrading
Cross-
Functional
Roles
Centralized
Purchasing
Decentralized
Purchasing
of Small
Ticket Items
Internet
Purchasing
Long-Term
Contracts
Purchasing-
Performance
Evaluation &
Pro,Buyers
Lean
Production
?2000 Prentice Hall
Problem Recognition
General Need Description
Product Specification
Supplier Search
Proposal Solicitation
Supplier Selection
Order Routine Specification
Performance Review Post Purchase
Purchase
Info
Search/
Eval
Need
Recognition
?2000 Prentice Hall
Institutional Markets
Captive Patrons Low Budgets
?2000 Prentice Hall
Government Markets
Domestic Suppliers
Open Bids Cost Minimization
Public Review
Paperwork