Chapter 6-Business and Organizational Customers and Their Buying Behavior

Chapter 6-Business and Organizational Customers and Their Buying Behavior

Info iconThis preview shows pages 1–2. Sign up to view the full content.

View Full Document Right Arrow Icon
Chapter 6-Business and Organizational Customers and Their Buying Behavior Sunday, February 13, 2011 12:16 AM 1. Business and Organizational Customers 1.a. Are any buyers who buy for resale or to produce other goods and services (business-to-business market) 1.a.i. Producers of goods and services: including manufacturers, farmers, real estate developers, hotels, banks, doctors, and lawyers 1.a.ii. Intermediaries: wholesalers and retailers 1.a.iii. Government units: federal agencies in the US and other countries as well as state and local governments 1.a.iv. Nonprofit organizations: national organizations like the Red Cross and Girl Scouts as well as local organizations like museums and churches 1. Organizational Customers are Different 1.a. They buy goods and services that will help them meet the demand for the goods and services that they in turn supply to their markets 1.b. Important: 1.a.i. Economic factors 1.a.ii. Dependability/dependable product quality 1.a. Often buy on the basis of a set of purchasing specifications: a written description of what the firm wants to buy 1.b. ISO 9000: a way for a supplier to document its quality procedures according to internationally recognized standards 1.a.i. Assures the customer that the supplier has effective quality checks in place, without the customer having to conduct its own costly and time-consuming audit 1. Many Different People may Influence a Decision
Background image of page 1

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

View Full DocumentRight Arrow Icon
Image of page 2
This is the end of the preview. Sign up to access the rest of the document.

Page1 / 3

Chapter 6-Business and Organizational Customers and Their Buying Behavior

This preview shows document pages 1 - 2. Sign up to view the full document.

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