POM Finals Reviewer

It means that consumers tend to remember only the positive things that reinforce their attitudes and beliefs.

• New Task

• Selective Retention

• Lifestyle

• Selective attention

The company is proceeding to this activity to determine if the purchased product has met the company’s expectations. The result of the this activity will determine the continuance or termination of the company’s business relationship with the supplier.

• Performance Audit

• Gatekeeper

• Organizational Size

• End-use application

Involves the purchase of products or services that the organization has never bought before, or has not purchased for a long period of time.

• Rebuy

• Modified rebuy

• Screening

• New task

These are minute parts of one’s culture that provide specific identification of its members. This can include one’s nationality mix Tsinoy (Chinese-Filipino), a Spanish-Filipino, or a Filipino-American, or regional origins.

• Cultural factors

• Subcultural factors

• Social class

• Initiator

It defined as a manner of living that reflects a person’s values and attitudes.

• Lifestyle

• Learning

• Approvers

• Beliefs

This is a logical way to segment organizational markets because many different industries have unique needs, making it important for the supplier organization to fully understand each industry’s particular product needs.  It refers to the way a product is used by a purchasing company or firm.

• Initiator

• Screening

• Organizational Size

• End-use application

These are individuals in higher level management who oversee the purchase decisions of the deciders and buyers and who grant final approval on the purchase.

• Initiators

• Buyers

• Approvers

• Influencer

It is a vital in order to determine essential capabilities and features, as well as to avoid paying for attributes and features that may not be necessary.

• Organizational Size

• Need description

• Selective attention

• Enumeration of specifications

All of the intended purchase is detailed and documented. This is the stage mostly dominated by a buying organization’s engineering or technical personnel.

• Screening

• Organizational Size

• Need description

• Enumeration of specifications

In the consumer buying roles, this is the person who tries to convince others of the need for the product/ service and influences the purchase decision.

• Buyer

• Influencer

• Initiator

• User