Chapter 6

Question 1

describe the 3 types of organizational markets and give examples of each

Answer 1

1. industrial firms: org buyers that reprocess a good before reselling
2. reseller markets: buy and sell again w/out processing
3. government markets: federal, provincial, local agencies buy goods and services for the constituents they serve

Question 2

identify and describe the 5 roles an individual can play in a buying centre

Answer 2

1. user: use the product/service
2. influencers: affect the decision; define specifications
3. buyers: formal authority
4. deciders: formal power to select the supplier
5. gatekeepers: control the flow of info in the buying centre

Question 3

name the 7 key organizational buying criteria

Answer 3

1. price
2. ability to meet the quality of specifications
3. ability to meet delivery schedules
4. technical capability
5. warranties & claim policies in the event of poor performance
6. past performance on previous contracts
7. production facilities and capacity