how do business buyers make their decisions?
TRANSCRIPT
![Page 1: How do business buyers make their decisions?](https://reader030.vdocument.in/reader030/viewer/2022032513/55d0f940bb61eb8f5f8b4580/html5/thumbnails/1.jpg)
stages in the business buying process
![Page 2: How do business buyers make their decisions?](https://reader030.vdocument.in/reader030/viewer/2022032513/55d0f940bb61eb8f5f8b4580/html5/thumbnails/2.jpg)
![Page 3: How do business buyers make their decisions?](https://reader030.vdocument.in/reader030/viewer/2022032513/55d0f940bb61eb8f5f8b4580/html5/thumbnails/3.jpg)
For a New task all these steps are necessary but for Straight Rebuy and Modified Rebuy some of
steps may not be needed
![Page 4: How do business buyers make their decisions?](https://reader030.vdocument.in/reader030/viewer/2022032513/55d0f940bb61eb8f5f8b4580/html5/thumbnails/4.jpg)
Problem recognition
You need a Doctor
The buying process begins when someone in the company recognizes a problem or need that can be met by acquiring a good or service
![Page 5: How do business buyers make their decisions?](https://reader030.vdocument.in/reader030/viewer/2022032513/55d0f940bb61eb8f5f8b4580/html5/thumbnails/5.jpg)
General need Description and product specification
Next, the buyer determines the needed item’s general characteristics and required quantity
![Page 6: How do business buyers make their decisions?](https://reader030.vdocument.in/reader030/viewer/2022032513/55d0f940bb61eb8f5f8b4580/html5/thumbnails/6.jpg)
Supplier Search
The buyer next tries to identify the most appropriate suppliers through trade directories, contacts with other companies, trade advertisements, trade shows, and the Internet
![Page 7: How do business buyers make their decisions?](https://reader030.vdocument.in/reader030/viewer/2022032513/55d0f940bb61eb8f5f8b4580/html5/thumbnails/7.jpg)
Proposal solicitation
The buyer next invites qualified suppliers to submit proposals, After evaluating the proposals, the buyer will invite a few suppliers to make formal presentations
![Page 8: How do business buyers make their decisions?](https://reader030.vdocument.in/reader030/viewer/2022032513/55d0f940bb61eb8f5f8b4580/html5/thumbnails/8.jpg)
Supplier selection
The buying center specify and rank desired supplier attributes, and then select best one
![Page 9: How do business buyers make their decisions?](https://reader030.vdocument.in/reader030/viewer/2022032513/55d0f940bb61eb8f5f8b4580/html5/thumbnails/9.jpg)
Order-Routine Specification
After selecting suppliers, the buyer negotiates the final order, listing the technical specifications, the quantity needed, the expected time of delivery, return policies, warranties, and so on
![Page 10: How do business buyers make their decisions?](https://reader030.vdocument.in/reader030/viewer/2022032513/55d0f940bb61eb8f5f8b4580/html5/thumbnails/10.jpg)
Performance Review
The buyer periodically reviews the performance of the chosen supplier(s), The performance review may lead the buyer to continue, modify, or end a supplier relationship
![Page 11: How do business buyers make their decisions?](https://reader030.vdocument.in/reader030/viewer/2022032513/55d0f940bb61eb8f5f8b4580/html5/thumbnails/11.jpg)
Summary
![Page 12: How do business buyers make their decisions?](https://reader030.vdocument.in/reader030/viewer/2022032513/55d0f940bb61eb8f5f8b4580/html5/thumbnails/12.jpg)
CreditKOTLER, P. & KELLER, K. 2011. Marketing Management 14th Edition,Upper Saddle River, NJ, Prentice Hall(With due thanks to the owners of Photographs)
![Page 13: How do business buyers make their decisions?](https://reader030.vdocument.in/reader030/viewer/2022032513/55d0f940bb61eb8f5f8b4580/html5/thumbnails/13.jpg)