Chapter 4

Business, Government, and Institutional Buying Key Words / Outline Intermediaries, Business-to-Business, Straight rebuys, Modified rebuys, New task purchases, Structural influences, Purchasing roles, Organization-specific factors, Purchasing policies and procedures, Initiators, users, influencers, deciders, buyers, gatekeepers, Sole sourcing, Lethargic organization

Buyer Categories ,[object Object],[object Object],[object Object],[object Object]

Organization Buying Process Purchase-type influences Structural influences Behavioral influences Organizational buying process Organizational need Vendor analysis Purchase activities Postpurchase evaluation

Purchase Types ,[object Object],[object Object],[object Object]

Organizational Buying Distinctions ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Behavioral Influences ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Understanding Buyers’ Code of Ethics ,[object Object],[object Object],[object Object],[object Object]

Purchasing Agent Influences ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Organizational Buying Process ORGANIZATIONAL NEED PURCHASE ACTIVITIES VENDOR ANALYSIS POSTPURCHASE EVALUATION

Organizational Buying Process ,[object Object],[object Object],[object Object],[object Object],[object Object]

Functional Areas in Organizational Buying ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Chapter 4

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Chapter 4