Week Homework - ThinkingAboutMarketing:...

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Thinking About Marketing: HW: pp. 120, Questions 1, 4, 6 and Case 5-2. 1. What are the distinguishing characteristics of business- to- business buying behavior? Business-to-business buying behavior refers to the process through which organizations make purchase  decisions involving other organizations as suppliers.  Business buyers purchase for further production, for use  in their firm’s operations or for resale to other customers. Distinguishing characteristics of business-to-business  buying behavior are, for example, business-to-business buyers are fewer in number, larger and more  concentrated geographically  than consumer buyers, business purchase decisions often involve a more  deliberate or thorough product evaluation, business purchase behavior is thus closely tied to economic  fluctuations in the consumer market, the demand for some products is related to the purchase of other products,  purchase decisions are based on detailed product specifications or choice criteria,  and there is much more  interdependence between business buyers and sellers 4. What are some key benefits of using the Internet to facilitate purchasing and supply chain       management?  Some key benefits of using the Internet to facilitate purchasing and supply chain management are that it enables  buyers to find suppliers more easily, completes transactions more efficiently, lower their administrative costs,  obtains competitive pricing and shortens their time- to- market cycle, and to reach business markets.      
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This note was uploaded on 09/06/2011 for the course ECON 2312 taught by Professor Dan during the Spring '11 term at The University of Texas at San Antonio- San Antonio.

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Week Homework - ThinkingAboutMarketing:...

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