[BUAD301] - Final Exam Guide - Everything you need to know! (67 pages long)

• School: University of Delaware
• Department: Business Administration
• Course: BUAD301
• Professor: Bambach Mark

Document Summary

Chapter 6: business and organizational customers and their buying behavior. Buad301 exam #2 study guide: characteristics of how organizational customers are different, including multiple buying influence in a buying center, different types of organizational customers a. i. Multiple buying influence: recent surveys show that buyers are more motivated to receive and open emails from marketers who offer fresh insight and ideas, see question 1, characteristics of the buying process, step 1: defining the problem a. i. Major sources of information used by organizational buyers (p. 155 ex. 6-5) b. vii. 1. In small plants the owners often do the buying c. In the us many factories are located in big metropolitan areas c. i. New york, ohio, pennsylvania: north american industry classification system (naics) codes: groups of firms in similar lines of business d. i. Given the large number of service firms must of them are small e. iii. They are also more spread out around the country e. iv.