Reading...
Play button
Play button
Use LEFT and RIGHT arrow keys to navigate between flashcards;
Use UP and DOWN arrow keys to flip the card;
H to show hint;
A reads text to speech;
4 Cards in this Set
- Front
- Back
|
how is the Business buyer behavior?
|
The environment (Marketing stimuli: Product, place, price, promotion. Other stimuli: Economic, technological, political, cultural, and competitive)
---> the buying organization (Participants: users, influencer, deciders, buyer, gatekeepers ---> buyer response (Buyer response: Product or service choice, supplier choice, order quantities, delivery terms and times, service terms, payment Some of the differences between B2C and B2B) |
|
|
what are he 9 Stages of buying process:
|
problem recognition ->
general need description -> product specification -> supplier search -> proposal solicitation -> supplier selection -> order-routine specifications -> performance review |
|
|
What 4 factors are included in the Buying decision process:
|
Environmental - economic development, competitive development, supply conditions
Organizational - objectives, policies, procedures, organizational structures, systems Interpersonal - authority, status, empathy, persuasiveness Individual - age, income, education, job position, personality, risk attitudes |
|
|
What are the 6 Buyer responses???????
|
1. Targeted markets
2. Drive of purchase 3. Size of purchase 4. Relationship between buyer and seller 5. Brand Identity creation 6. Derived demand |
