Documente Academic
Documente Profesional
Documente Cultură
7
Analyzing
Business Markets
Chapter Questions
7-2
Chapter Questions
7-3
7-4
7-5
Characteristics of
Business Markets
Fewer buyers
Close suppliercustomer
relationships
Professional
purchasing
Many buying
influences
7-6
Buying Situation
Straight Rebuy
Modified Rebuy
New Task
7-7
7-8
Initiators
Users
Influencers
Deciders
Approvers
Buyers
Gatekeepers
7-9
Of Concern to Marketers
7-10
Problem recognition
General need description
Product specification
Supplier search
Proposal solicitation
Supplier selection
Order-routine specification
Performance review
7-11
7-12
Catalog sites
Vertical markets
Pure play auction sites
Spot markets
Private exchanges
Barter markets
Buying alliances
7-13
7-14
Internal engineering
assessment
Field value-in-use
assessment
Focus-group value
assessment
Direct survey
questions
Conjoint analysis
Benchmarks
Compositional
approach
Importance ratings
7-15
7-16
Categories of Buyer-Seller
Relationships
Cooperative
systems
Collaborative
Mutually adaptive
Customer is king
7-17
Institutional Markets
7-18
For Review
7-19
For Review
7-20