COMMERCE 2MA3 Lecture Notes - Lecture 14: Encase
18 Oct 2016
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Sources for recognizing new needs: suppliers, salespeople, competitors. When dealing with rfps some firsm shave a policy that requires them to negotiate with several suppliers. Stage 4: proposal analysis and supplier selection: most companies will make sure that they are (cid:374)ot o(cid:374)ly deali(cid:374)g (cid:449)ith o(cid:374)e supplier, they"ll spread their order so that they are not exposed to failure encase something happens to one. Price matters in decisions making but price matters. The exact details of the purchase are specified. Step 6: vendor performance assessment using metrics similar to step 5 in consumer decision making process. Much formal part than b2b you share the overall scores usually with your vendor afterwards, usually require vendors to meet a set minimum score. The biggest difference between b2b and b2c marketing. In b2c there may be one person who makes the decisions but here, the buying centre is composed of everyone who formally and informally makes the decisions.
