MKT 504 Lecture Notes - Lecture 3: Target Costing
3 Feb 2019
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Document Summary
Teams of individuals in organizations that incorporate the expertise and multiple buying influences of people from different departments throughout the organization. The roles in the buying centre work together to affect the outcome of the purchase decision. Influencers: individuals who guide the buying decision process by making recommendations and expressing preferences. Users: individuals who will actually use the product being purchased. Deciders: individuals who have the ultimate responsibility of determining which product or service will be purchased. Purchasers: individuals who negotiate the final terms of the purchase and execute the final purchase. Gatekeeper: individuals who are in the position to control the flow of information to and between vendors and other buying team members. Buyers" access to and demand for relevant information. A procedure for evaluating supplier and product that incorporates weighted averages across desired characteristics. Assessments of how well the product/supplier performs in. Assessments of how well the product/supplier performs in meeting each of the specified characteristics.
