OEM_team1_AtlanticAviation

OEM_team1_AtlanticAviation - ATLANTIC AVIATION Team 1 Rusty...

Info iconThis preview shows pages 1–10. Sign up to view the full content.

View Full Document Right Arrow Icon
OEM Team 1 1 ATLANTIC AVIATION Team 1 Rusty McLaughlin Larry Miller Corrie Musgrave Luke Setzer
Background image of page 1

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
OEM Team 1 2 Consumer Segments Owner Segment Major companies Private corporations 90% of market sales Turboprop or Turbojet Non-Owner Segment Major companies Private corporations 10% of market sales
Background image of page 2
OEM Team 1 3 Business Buyer Behavior Model
Background image of page 3

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
OEM Team 1 4 Members of the Decision Making Unit (DMU) Buyer CEO User Chief Pilot CEO Influencers Chief Pilot Chief Financial Officer (CFO) Board of Directors Maintenance Personnel Lodge (Gate) Keeper Chief Financial Officer (CFO) Board of Directors Decider CEO
Background image of page 4
OEM Team 1 5 Different Roles Within DMU Buyer User Influencer Lodge (Gate) Keeper Decider ID Need X X Establish specifications X X X Schedule when needed X X X ID alternative suppliers X X X X Evaluate alternatives X X X Select a supplier X X Negotiate price and service X X Make final choice X X Evaluate after purchase X
Background image of page 5

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
OEM Team 1 6 Factors That Influence Behavior CEO Cultural Upper class Forward Thinking Social High Role Status Peer groups Spouse Personal Male, 45+ Self-confident Time-constrained Achievement and success oriented Need for Power (Motivational theory) CFO Cultural Upper Class Conservative Fiscally Responsible Social High Role Status Professional Groups Personal Male 40+ Pragmatic Devils Advocate Value Driven (Bang for the Buck) Professional
Background image of page 6
OEM Team 1 7 Factors That Influence Behavior Chief Pilot Cultural Middle Class Conservative Loyalty Social Respected Role Status Professional Groups Personal Male ~45 Technical / Technology Professional Self Sufficient Maintenance Personnel Cultural Working Class Conservative Practical Social Moderate Role Status Union Groups Personal Male Technical Defer to authority Hands on
Background image of page 7

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
OEM Team 1 8 Buyer Decision Process vs. Selling Process
Background image of page 8
OEM Team 1 9 Sales Process Potential customer Schedule formal presentation with members of DMU Gather additional information about requirements and desires Schedule static demo Follow up to ensure sale / customer satisfaction Interested? Reevaluate
Background image of page 9

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Image of page 10
This is the end of the preview. Sign up to access the rest of the document.

This note was uploaded on 05/12/2010 for the course MAR 5805 taught by Professor Sawyer during the Fall '08 term at University of Florida.

Page1 / 24

OEM_team1_AtlanticAviation - ATLANTIC AVIATION Team 1 Rusty...

This preview shows document pages 1 - 10. Sign up to view the full document.

View Full Document Right Arrow Icon
Ask a homework question - tutors are online