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Chapter 3
Supplier-Buyer Relationship
Problem Recognition General Description of Need Product Specifications Supplier Search Acquisition and Analysis of Proposals Supplier Selection Selection of Order Routine
Purchase Types
New Task
Problem or need is different from anything previously experienced Lack well-defined criteria and supplier loyalty Buying decision approaches
Purchase Types
Straight Rebuy
Continuing or recurring requirements Routine problem solving
Operational resources
Purchase Types
Modified Rebuy
Believe can derive significant benefits by reevaluating alternatives Limited problem solving Buying decision approaches
Environmental Forces
Economic influences
economy= Selective shifts
Technological influences
Foresee changes
Organizational Forces
Role of purchasing agents Should it be centralized?
Benefits
Better integrate purchasing Cut costs Favorable terms Work better with engineers Specialization
Predicting Composition
Why?
Users Gatekeepers Influencers Deciders Buyers Isolate personal stakeholders Follow flow of information Identify experts Trace connections to the top Understand purchasings role
Individual Forces
Selective exposure Selective attention Selective perception Selective retention Perceived risk
Risk-reduction strategies
Two components