MGT 2020 Lecture Notes - Lecture 9: E-Procurement, Value Engineering, Marketing Mix
Document Summary
Chapter 7 business markets & business buyer behavior. Business buyer behavior: refers to the buying behavior of the organizations that purchase goods and services for use in production of other products and services that are sold, rented, or supplied to others. Business buying process: determines which products and services are needed to purchase, and then find, evaluate and to choose among alternative suppliers and brands. Derived demand: refers to the business demand that ultimately comes from the demand of consumer goods. Supplier development: is the systematic development of networks of supplier-partners to ensure an appropriate and dependable supply of products and materials that they will use in making their own products or that they will resell. Straight rebuy: buyer routinely ordered something without any modifications. Modified rebuy: buyers wants to modify product specifications, prices, terms, or suppliers. New task: buyer purchases a product or service for the first time. System selling: purchase of a packaged solution from a single seller.
