PoM: S6 Business Markets and Business Buyer Behavior

... is the buying behavior of organizations that buy goods and services for use in the production of other products and services that are sold, rented, or supplied to others.

• Business buyer behavior

• Organizational purchasing power

• Firm's disposable income

• Customer buying process

... is the decision process by which business buyers determine which products and services their organizations need to purchase and then find, evaluate, and choose among alternative suppliers and

brands.

• Customer buying process

• Business buying process

• Commercial acquisition method

• Entrepreneurial procurement protocol

Choose the characteristics of B2B markets.

• Flactuating demand

• Inelastic demand

• Derived demand

• Fewer but larger buyers

Compared to B2C market, B2B involves...

• More professional purchasing efforts

• More decision participants

• Limited involvement of stakeholders

• More buyers and sellers interaction

... is the systematic development of networks of supplier-partners to ensure an appropriate and dependable supply of products and materials for use in making products and selling them to others.

• Distributor Negligence

• Supplier Alienation

• Vendor Exclusion Strategy

• Supplier Development

Within the organization, buying activity consists of two major parts...

• Distribution process

• Decision process

• Production center

• Buying center

How many types of major buying situations are there?

• 3

• 4

• 2

• 5

ABC Corp, a manufacturing company, regularly purchases office supplies from a trusted vendor, Office Solutions Inc. Every month, ABC Corp places the same order for office essentials such as paper, printer ink, and pens. The purchasing manager at ABC Corp is familiar with the quality and pricing offered by Office Solutions Inc. and finds their services reliable.

Which buying situation is the case about?

• Modified rebuy

• Old method

• Straight rebuy

• New taks

XYZ Manufacturing, a company specializing in automotive parts, has been sourcing raw materials for its production line from Supplier A for several years. However, due to changes in market conditions and increased competition, XYZ Manufacturing's management has decided to explore alternative suppliers to potentially reduce costs and improve quality. The purchasing team at XYZ Manufacturing conducts research and identifies Supplier B as a potential alternative supplier offering competitive pricing and higher-quality materials.

Which buying situation is the case about?

• Straight rebuy

• Modified rebuy

• Dynamic rebuy

• Customized task

ABC Company, a software development startup, decides to implement a project management tool for the first time to streamline its workflow and improve collaboration among team members. After thorough research and consultation with team members, ABC Company decides to invest in TaskMaster, a highly recommended project management tool known for its user-friendly interface and robust features.

Which buying situation is the case about?

• Old rebuy

• Modified purchase

• New task

• Innovative task