hkkk_mktmgt_2.2_(Org_Buying_Behavior)

hkkk_mktmgt_2.2_(Org_Buying_Behavior) - DALE FODNESS PH.D...

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2:2 Organizational Organizational Buying Behavior Buying Behavior MARKETING EDUCATION FOR THE 21 ST CENTURY BUSINESS DECISION MAKER DALE FODNESS, PH.D.
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L2.2 : Organizational Buying Behavior After this lesson you will be able to: 1. Understand the difference between end users & organizational buyers 2. Explain the significance of the buying center 3. Understand the types of purchase situations 4. Understand the major factors influencing org buyer behavior 5. Understand the organizational buyer decision making process Lesson Outline 2 .1 Organizational Buyers 2 .2 End Users vs. Org. Buyers 2 .3 Buying Center 2 .4. Purchasing Situations 2 .5 B = f (E, I, O, P) 2 .6 Purchasing / Procurement Process
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Org. Buying Behavior Purchasing Situations B = f (E, O, I, P) Purchasing / Procurement Process Organizational Buyers End Users vs. Org. Buyers Buying Center
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Buying Behavior Purchasing Situations B = f (E, O, I, P) Purchasing / Procurement Process Organizational Buyers End Users vs. Org. Buyers
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This note was uploaded on 02/20/2011 for the course MANA 6370 taught by Professor May during the Spring '10 term at University of Arkansas for Medical Sciences.

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hkkk_mktmgt_2.2_(Org_Buying_Behavior) - DALE FODNESS PH.D...

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