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Marketing Management, 12/e A South Asian Perspective 7 Analyzing Business Markets Dr. Hitesh Ruparel

Chapter Questions ,[object Object],[object Object],[object Object]

Organizational Buying Decision-making process by which formal organizations establish the need for purchased products and services, and identify evaluate, and choose among alternative brands and suppliers.

Characteristics of Business Markets ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Buying Situation ,[object Object],[object Object],[object Object]

The Buying Center ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Of Concern to Business Marketers ,[object Object],[object Object],[object Object],[object Object]

Purchasing Process ,[object Object],[object Object]

Stages in Purchase process ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Types of Business Customers ,[object Object],[object Object],[object Object],[object Object]

Handling Price-Oriented Customers ,[object Object],[object Object],[object Object],[object Object]

Purchasing Orientations ,[object Object],[object Object],[object Object]

Product-Related Purchasing Processes ,[object Object],[object Object],[object Object],[object Object]

Methods of e-Procurement ,[object Object],[object Object],[object Object],[object Object],[object Object]

Assessing Customer Value ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Order Routine Specification and Inventory ,[object Object],[object Object],[object Object]

Desirable Outcomes of a B2B transaction: OTIFNE ,[object Object],[object Object],[object Object]

Establishing Corporate Credibility ,[object Object],[object Object],[object Object]

Factors Affecting Buyer-Supplier Relationships ,[object Object],[object Object],[object Object],[object Object]

Categories of Buyer-Seller Relationships ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Opportunism Some form of cheating or undersupply relative to an implicit or explicit contract.

Govt. & Inst. Purchase ,[object Object],[object Object],[object Object],[object Object]

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