Chapter+Six_shortened

Chapter+Six_shortened - Marketing 350 Fall 2010 Chapter...

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Click to edit Master subtitle style Marketing 350 Fall 2010 Chapter Six: Organizational Buyer Behavior
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Chapter 6 Consumer or Organizational Products Why was Consumer Organizational Product Product
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Who are Organizational Buyers? 1. 2. 3. 4.
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North American Industry Classification System (NAICS) Ø Number codes » Two digit codes » Much detail is Ø Government data are
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Differences from Consumer Buying 1. Fewer in number and 2. More deliberate
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Differences from Consumer Buying 3. Decisions subject to 4. Derived demand --
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Differences from Consumer Buying 5. Large 6. Prefer buying directly
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Differences from Consumer Buying 7. Interdependence among 8. May expect
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Buyer-Seller Relationships Ø Buyers and suppliers Ø Powerful customer may Ø Buyers may use Ø Most buyers try to routinize
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Major Sources of Information Used by Organizational Buyers Marketing Sources Non-marketing Sources Personal Sources Impersonal Sources
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Organizational Buying 1. 2.
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This note was uploaded on 02/14/2011 for the course MKTG 350 taught by Professor Worsham during the Fall '10 term at South Carolina.

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Chapter+Six_shortened - Marketing 350 Fall 2010 Chapter...

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