There are three types of Buying Situations. For these people, notice and the ability to opt out are very important. B Luke has the authority to pick out the supplier and negotiate the terms of purchase. Surgeons influence the decision retroactively by reporting their satisfaction with the particular brand. Understand the effects on firm pricing strategies and other firm conduct and performance of various industry market structures.
A decider B initiator C user D gatekeeper E buyer Page: 188 In which of the following is a person performing the role of an influencer? He is a strong supporter of the garbage recycling and afforestation campaigns taken up by the environmental activists in his neighborhood. Consumer characteristics include; culture, social and personal factors and consumer psychology include motivation, perception, learning and memory. Tapping into Global Markets Part 4. E They deal with the same kind of buyers as consumer marketers. People in the last group those who want a say in what comes to them comprise the largest segment of the total 55 percent. Be able to use of economic indicators to forecast and set the economic trend.
Demonstrating marketing's contribution to business performance. Buying Orientation Procurement Orientation Supply-Chain Management Orientation a b c Marketing Management17Purchase OrientationsBuyingProcurementSupply Chain ManagementMarketing Management 18Purchase Orientationsa Buying Orientation : The purchasers focus is short-term and tactical. Developing Pricing Strategies and Programs Part 6: Delivering Value Chapter 15. Procurement Orientation : The buyers simultaneously seek quality improvements and cost reductions. A Make the most profit possible and remain independent of entanglements. The geographical concentration of producers helps reduce selling costs. From the standpoint of the steel manufacturer, which of the following demand forms is most pertinent? Many buyers prefer to buy a total solution to a problem from one seller.
Stages in Buying Process 6. Business marketers must form strong bonds and relationships with their customers and provide them added value. These are characterized by low budgets and captive clienteles. Analyzing Business Markets Chapter 8. If the findings favor disposable gowns, then the operating-room administrator compares various competitors' products and prices and makes a choice.
A gatekeeper B initiator C user D decider E influencer Page: 188 When purchasing disposable surgical gowns, Mercy Hospital's vice president of purchasing analyzes whether the hospital should buy disposable gowns or reusable gowns. Economic buyers are people who compare prices among the products and try to choose the product with the greatest value and the product that will give the highest satisfaction to the customer. Marketing Management30Institutional and Government MarketsAramark successfully services Institutional and Government Markets Marketing Management 31ActivityMarketing Management32. Marketing Managementb c 19Organizational Buying Behavior in JapanMarketing Management20Product-Related Purchasing Processes Routine products Leverage products Strategic products Bottleneck productsMarketing Management21Types of Purchase ProcessesThe purchasing departments purchase many types of products and the purchasing process will vary depending upon the types of products involved. Managing Retailing, Wholesaling, and Logistics Part 7: Communicating Value Chapter 17. D It is the decision-making unit of a buying organization.
Setting Product Strategy Chapter 14. Creating Long-term Loyalty Relationships Chapter 6. To improve effectiveness and efficiency, business suppliers and customers are exploring different ways to manage their business relationships. Which of the following buying situations is most likely to be in operation given this data? A straight rebuy B single rebuy C rakeback rebuy D system buy E modified rebuy Page: 186 Orica Inc. The companies are increasingly reducing the number of suppliers. It makes people talk about the brand and creates loyal groups.
Analyzing Business Markets Chapter 8. This chapter talks about the various behavioural patterns that govern the decision making process of a customer. To use the effective and flexible policies under different exchange rate regimes. Different types of economic needs are present in consumers. Page: 188-189 If you were an upper-level marketing executive of a large seller of trucks, which of the following strategies would be most appropriate in reaching buying center targets? Respondents to one of the surveys actually expressed a desire for better relationships with marketers. A solutions to reduce customer costs B solutions to decrease customer risks C solutions to alter corporate culture D solutions to enhance customer revenues E solutions to partnerships Page: 200 Praxair Limited is a supplier of synthetic graphite to a number of electrode manufacturers in the U. Primary groups: regular interaction, e.
Initiator users or others in the organization who request that something be purchased 2. Stay on the cutting-edge with the gold standard text that reflects the latest in marketing theory and practice. A derived demand B inelastic demand C geographic demand D relational demand E static demand Page: 185 A given percentage increase in consumer demand can lead to a much larger percentage increase in the demand for plant and equipment necessary to produce the additional output. Describe and analyze the total revenue, average and marginal revenue. Conducting Marketing Research and Forecasting on Demand Part 3: Connecting with Customers Chapter 5. Analyze the efficient ways of scarce resources. Be able to understand and analyze the role of money in economic growth.