MARK1020 Lecture : marketing 18.docx
18 Feb 2013
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Document Summary
Exist between the two as is shown in figure 6-4. Stages in the organizational buying process- buying a. As with consumer buying decisions, there are five stages in. Although these five steps are utilized by industrial and. Purchasers, major difference occur in the buying process. Organizational buyers account for 80% of the total worldwide. Organizational buyers around the world will purchase to. . 5 trillion worth of products and services by 2005. Organizational buyers will account for about 60% of these. Online buying in organizational markets is prominent for. Customer base for many types of products and services. Business large companies like to use private exchanges. Traditional auction seller puts an item up for sale and. Would-be buyers are invited to bid in competition with each. Reverse auction buyers communicate a need for a product or. Service, and would-be suppliers are invited to bid in.
