In most large organizations, several people are responsible for making a purchase decision. This group is called the
Buying Center
After posting an RFP for telecommunications equipment, USF Corporation received six proposals from qualified vendors. Next, USF will
evaluate the proposals and narrow the choice to a few suppliers.
Derek bought a pickup truck to transport his equipment to fishing tournaments. He also bought a trailer for his lawn maintenance business. His purchases were
B2C and B2B, respectively.
After need recognition, a business develops __________ that suppliers might use to develop their proposals.
product specifications
Judy knows it is important to approach business buyers at the right time, which is often during the first stage of their buying process. She stays in touch with her customers, hoping to find out when they are going through
need recognition.
At many universities, education faculty members were among the first to ask for personal computers. These faculty members were __________ in the buying center
initiators
Unlike manufacturers, __________ buy products from other businesses but do not significantly alter the form of the products they buy before selling them.
resellers
Sales of electric components manufactured by Rick's company depend on sales of new cars. Rick's company faces __________ demand.
derived
Kim is the sales representative for a major textbook publisher. When she calls on the business faculty at General University, she also tries to meet with several students to get their feedback on textbooks. She passes this feedback to her managers to guid
users
Raycom Construction needs heavy-duty equipment to install a new pipeline in northern Alaska. After a vendor is chosen, Reginald will handle the paperwork and send out the purchase order. Reginald plays the role of __________ in the buying center.
buyer