Ch.6 Business and Organizational Customers and Their Buying Behavior

• Any buyers who buy for resale or to produce other goods and services
• Producers of good or services- including manufacturers, farmers, real estate developers, hotels, banks, doctors and lawyers
• Intermediaries- wholesalers and retailers
• Govt. units- federal agencies in the U.S. and other countries, state and local govts.
• Nonprofit organizations-national organizations like the Red Cross and Girl Scouts, local organiztions like museums and churches

A written (or electronic) description of what the firm wants to buy

A way for a supplier to document its quality procedures according to internationally recognized standards. Assures a customer taht the supplier has an effective quality checks in place, without the customer having to conduct its own costly and time consuming audit.

buying specialists for their employers

Several people play a part in making a purchase decision. Possiel buying influences: Users (workers/supervisors), Influencers (engeneering), Buyers (purchasing managers), Deciders (top management), Gatekeepers (receptionist/secretaries/research assistant)

All the people who participate in or influence a purchase. ex: buyers, users, gatekeepers, influences, deciders

A formal rating of suppliers on all relevant areas of performance.

A request to buy something

Occurs when a customer organizataion has a new need and wants a great deal of information

A routine erpurchase that may have been made many times before

The in-between process where some review of the buying situation is done

The terms of sale offered by the supplier in response to the purchase specifications posted by a buyer

Reliably getting products there just before the customer needs them

Agreeing to contracts that allow for changes in the purchase agreements

Contract with an outside firm to produce goods or services rather than to produce them internally

Detailed information of groups of firms in simliar lines of business

The buyers are budgeted funds that can be spent during the current period

Independent buying agents who work in central markets (NYC, Paris, Rome, Hong Kong, Chicago, LA) are several retailer or wholesale customers based in outlying areas or other countries

Passed by Congress in 1977, prohibits U.S. firms from paying bribes to foreign officials