'Organizational buying' diaporamas de présentation

Consumer Behaviour

2.15k views • 123 slides

Slide 6-1

Slide 6-1. C HAPTER. ORGANIZA-TIONAL MARKETS AND BUYER BEHAVIOR. Slide 6-2. AFTER READING THIS CHAPTER YOU SHOULD BE ABLE TO:. Distinguish among industrial, reseller, and government organizational markets.

972 views • 77 slides

ORGANIZA-TIONAL MARKETS AND BUYER BEHAVIOR

C HAPTER. ORGANIZA-TIONAL MARKETS AND BUYER BEHAVIOR. AFTER READING THIS CHAPTER YOU SHOULD BE ABLE TO:. Distinguish among industrial, reseller, and government organizational markets. Describe the key characteristics of organizational buying that make it different from consumer buying.

689 views • 52 slides

B2B MKTG

Vitale and Giglierano. B2B MKTG. 2002 Edition. Chapter 3 Organizational Buying and Buyer Behavior. Prepared by John T. Drea, Western Illinois University. Need Recognition. Information Search. Evaluation of Alternatives. Purchase Decision. Postpurchase Behavior.

402 views • 40 slides

MARKETING MANAGEMENT 12 th edition

MARKETING MANAGEMENT 12 th edition. 7 Analyzing Business Markets. Kotler Keller. Chapter Questions. What is the business market, and how does it differ from the consumer market? What buying situations do organizational buyers face?

344 views • 31 slides

Chapter 3

Chapter 3. Consumer and Organizational Buyer Behavior. Definitions of Consumer Behaviour. The dynamic interaction of cognition , behaviour and environmental events by which human beings conduct the exchange aspects of their lives (American Marketing Association)

267 views • 26 slides

B2B MKTG

Vitale and Giglierano. B2B MKTG. 2002 Edition. Chapter 3 Organizational Buying and Buyer Behavior. Prepared by John T. Drea, Western Illinois University. Need Recognition. Information Search. Evaluation of Alternatives. Purchase Decision. Postpurchase Behavior.

421 views • 21 slides

B2B MKTG

Vitale and Giglierano. B2B MKTG. 2002 Edition. Chapter 3 Organizational Buying and Buyer Behavior. Prepared by John T. Drea, Western Illinois University. Need Recognition. Information Search. Evaluation of Alternatives. Purchase Decision. Postpurchase Behavior.

226 views • 21 slides

Analyzing Business Markets

Analyzing Business Markets. Chapter Questions. What is the business market, and how does it differ from the consumer market? What buying situations do organizational buyers face? Who participates in the business-to-business buying process?. Chapter Questions.

735 views • 21 slides

Analyzing Business Markets

Analyzing Business Markets. Key Concepts. Characteristics of Business Markets. Fewer, larger buyers Close supplier-customer relationship Professional purchasing Multiple buying influences. Derived demand Inelastic demand Fluctuating demand Geographically concentrated buyers

366 views • 17 slides

Selling and Sales Management

Selling and Sales Management. Lecture 2 Consumer & Organizational Buyer Behaviour. Selling and Sales Management. In this Lecture, you will be able to:. Identify the different motivations of consumer and organizational buyer Formulate strategies for approaching these buyers.

200 views • 13 slides

CHAPTER 4

CHAPTER 4. ORGANIZATIONAL BUYING. Model of Industrial Buying. Purchase Type Structural Behavioral Influences Influences. Vendor Analysis. Purchase Activities. Organizational Need. Postpurchase evaluation. Stages in the Organizational Buying Process.

103 views • 10 slides

Environmental Scan & Positioning

250 views • 9 slides