chapter 4- class notes feb 8th Flashcards
1
Q
types of B2B buyers
A
- producers
- governments
- institutions
- resellers
2
Q
what are these effects reffering to:
- initiator
- influencer
- decider
- buyer
- user
- gatekeep
A
factors that effect buying decisions
3
Q
3 tyypes of buying decisions
A
- new buy
- stright rebuy
- modifed rebuy
4
Q
what is this list referring to
- need recognition
- product specification
- supplier search
- proposal analysis/supplier selection
- order specification
- performance assessment
A
the business buying process
5
Q
4 aspects of organizational buying culture:
A
- autocratic
- democratic
- consensus
- consultive
