Suppliers that meet or exceed these criteria create customer value. Buyer-Seller Relationships. The Buyer and the Seller are usually involved in extensive negotiations before doing a deal. There must be a good relationship between the two parties. Often there is a reciprocal relationship where a buyer buys from a supplier and in return sells to the supplier. This is known as Reciprocity . Buying Center . Often times in large organizations, there is a specific department responsible for all of the organization's purchases. This is the Buying Center . The Roles in the Buying Center include: o Users - use the product being purchased o Influencers - affect the buying decision in some way o Buyers - have the formal authority to buy products on behalf of the organization o Deciders - formal and informal authority to approve purchases o Gatekeepers - may have no formal authority but control the flow of information. 2.Discuss the importance of on-line buying in organizational markets.
1.Name and discuss the market-entry strategies a company may use to enter the global marketplace.
- Fall '16
- Marketing, researcher