MKT 337 Study Guide - Midterm Guide: Business Ethics, Customer Service
Document Summary
Major equipment, accessory equipment, contracted service, supply, component part, processed material, raw materials. An extruding machine is a major equipment. Aspects of business buying behavior: (1) buying center; (2) Evaluated criteria; (3) buying situations; (4) business ethics; and (5) customer service. (cid:862)reverse (cid:373)arketi(cid:374)g(cid:863) (cid:373)ea(cid:374)s that co(cid:373)pa(cid:374)ies pick a(cid:374)d groo(cid:373) suppliers to: (1) shape their product/technology development; (2) shape their investments; (3) develop exclusivity arrangements; (4) develop long-term contracts and relationships; (5) streamline joint processes. Buying decision is more complex and includes many more people: People included in the buying decision often come from different functional groups and play different roles. You have the initiator and users who go to the decider. The decider decides based on purchaser (facilitates and executes) to influencers (influences). Then the decider also has the gatekeeper (info flow). Involvement does, however, still vary by situation. Straight rebuy is reorder existing product from approved supplier. Modified rebuy is change some type to the product, terms, or suppliers.
