decision processes (ignite)
DESCRIPTION
Slide set 2 of Team Spark: Decision Processes: Buying Situations, The Buying Center, Buying Phases.TRANSCRIPT
Decision Processes
Alyssa Holt, Team SparkManagerial Marketing
February 20, 2011
Buying Situations
Participants in a Buying Center
Phases of Decision Making
1. Straight Rebuy
2. Modified Rebuy
3. New Task
1. Straight Rebuy
2. Modified Rebuy
3. New Task
1. Straight Rebuy
2. Modified Rebuy
3. New TaskPurchase
security
system for new
building!
Purchase Xerox
scan-to-email
machines
to replace all
photocopiers.
UsersInitiators
InfluencersUsersInitiators
InfluencersUsersInitiators ApproversDeciders
GatekeepersBuyersInfluencersUsersInitiators ApproversDeciders
GatekeepersBuyersInfluencersUsersInitiators ApproversDeciders
Head north.
So What?
Thank You.