Reflects set of values traditions customs that guide its employees behavior

Reflects set of values traditions customs that guide

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Reflects set of values, traditions, & customs that guide its employees behaviorInfluences buying decisions
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General types of culture:Autocratic: One person makes decision alone, even if there are multiple participantsDemocratic: Majority rules in decision makingConsultative: One person makes the decision, but solicits input from others before doing soConsensus: All members of the team must reach a collective agreementoBuying SituationNew BuyPurchasing for the first timeThe buying center will probably use all 6 steps in the buying process in this type of buying situationModified Rebuy Purchasing a similar product that has been purchased in the past, but changing specificationsoPrice, quality level, customer service, etc.Current vendors have an advantageLess time spent in each stage of B2B buying processStraight Rebuys Buying additional units or products that have been previously purchasedMost B2B purchases fall into this categoryYOU WILL NOT BE HELD RESPONSIBLE FOR THE FOLLOWING MATERIAL:-Exhibits: 6.3-Specific details about the “Social & Mobile Marketing”, “Adding Value”, and “Ethical & Societal Dilemma” modules material, though reading of these areas is recommended as it may aid in you better understanding the material
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  • Spring '13
  • James Gaubert
  • Marketing, B2B Buying Process, B2C Buying Process, buying process companies

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