Chapter 6 by Ngọc Lan https://padlet.com/lan701531/y443h1s4771u8wk6 en-us 2022-10-18 07:06:59 UTC 2022-10-19 18:07:54 UTC hello@padlet.com Chapter 6: Business Markets and Business Buyers Behaviour lan701531 https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2344618863 2022-10-18 07:09:53 UTC https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2344618863 Business Markets lan701531 https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2344630420 2022-10-18 07:19:10 UTC https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2344630420 Business Buyer Behavior lan701531 https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2344630964 buy goods for use in production -> sold, rented, supplied]]> 2022-10-18 07:19:33 UTC https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2344630964 Institutional and Government Markets lan701531 https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2344631528 2022-10-18 07:20:00 UTC https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2344631528 E-Procurement and Buying on the Internet lan701531 https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2344637099 2022-10-18 07:24:37 UTC https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2344637099 Institutional markets lan701531 https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2344640597 hospitals + nursing homes + prisons]]> 2022-10-18 07:27:33 UTC https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2344640597 Government markets lan701531 https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2344643402 domestic suppliers + require suppliers to submit bids]]> 2022-10-18 07:29:56 UTC https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2344643402 Characteristics lan701531 https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2344648398 - Low budgets
- “Captive” audience]]> 2022-10-18 07:34:16 UTC https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2344648398 Business buying process lan701531 https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2344677877 the process + determine which (products + services) to find, evaluate, choose among alternative brands]]> 2022-10-18 07:56:58 UTC https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2344677877 Business markets differ from consumer markets lan701531 https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2344678849 2022-10-18 07:57:48 UTC https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2344678849 Market structure and demand lan701531 https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2344680166 - Fewer and larger buyers
- Geographic concentration 
- Derived demand 
        + Inelastic demand 
        + Fluctuating demand 
- Buyer and seller dependency]]> 2022-10-18 07:58:48 UTC https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2344680166 Types of decisions and the decision-making process lan701531 https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2344680801 2022-10-18 07:59:19 UTC https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2344680801 Nature of the buying unit lan701531 https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2344681284 2022-10-18 07:59:44 UTC https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2344681284 Supplier development lan701531 https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2344682469 networks + supplier + ensure an appropriate ]]> 2022-10-18 08:00:41 UTC https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2344682469 A Model of Business Buyer Behavior lan701531 https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2346539938 2022-10-19 07:18:21 UTC https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2346539938 The Buying Process lan701531 https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2346553277 2022-10-19 07:30:02 UTC https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2346553277 Major Types of Buying Situations lan701531 https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2346559756 2022-10-19 07:35:16 UTC https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2346559756 Straight rebuy lan701531 https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2346562467 routine purchase, without modification]]> 2022-10-19 07:37:39 UTC https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2346562467 Modified rebuy lan701531 https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2346563891 buyer wants to modify the product]]> 2022-10-19 07:38:54 UTC https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2346563891 New task lan701531 https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2346565128 thorough research a new product]]> 2022-10-19 07:39:59 UTC https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2346565128 Buying center lan701531 https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2346590427 individuals + units -> decision-making process]]> 2022-10-19 08:00:42 UTC https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2346590427 lan701531 https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2346595872 - Users: use the product
- Influencers: define specifications for evaluating alternatives
- Buyers: select the supplier
- Deciders: approve final suppliers
- Gatekeepers: flow of information]]> 2022-10-19 08:05:41 UTC https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2346595872 Participants in the Business Buying Process lan701531 https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2346598186 2022-10-19 08:07:36 UTC https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2346598186 Major Influences on Business Buyers lan701531 https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2346599478 2022-10-19 08:08:46 UTC https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2346599478 lan701531 https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2347455080 2022-10-19 17:09:58 UTC https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2347455080 lan701531 https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2347462353 2022-10-19 17:13:52 UTC https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2347462353 Problem recognition lan701531 https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2347476804 problem + needs of someone

]]> 2022-10-19 17:20:22 UTC https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2347476804 Internal stimuli lan701531 https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2347481003 Need for new product]]> 2022-10-19 17:22:28 UTC https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2347481003 External stimuli lan701531 https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2347482223 Idea from advertising]]> 2022-10-19 17:23:04 UTC https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2347482223 General need lan701531 https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2347489162 characteristics + quantity of the needed item]]> 2022-10-19 17:26:27 UTC https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2347489162 Product specification lan701531 https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2347490868 technical criteria]]> 2022-10-19 17:27:15 UTC https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2347490868 Supplier search lan701531 https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2347498383 compiling a list of qualified suppliers]]> 2022-10-19 17:30:52 UTC https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2347498383 Proposal solicitation lan701531 https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2347501888 requesting proposals from qualified suppliers]]> 2022-10-19 17:32:31 UTC https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2347501888 Supplier selection lan701531 https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2347506347 desired + negotiates with preferred suppliers for favorable terms and conditions]]> 2022-10-19 17:34:42 UTC https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2347506347 Order-routine specification lan701531 https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2347514628 final order + lists all of the specifications and terms of the purchase]]> 2022-10-19 17:38:43 UTC https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2347514628 Performance review lan701531 https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2347516144 critique of supplier performance to the purchase terms]]> 2022-10-19 17:39:27 UTC https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2347516144 lan701531 https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2347531489 tiếp cận khách hàng giúp họ liệt kê đặc điểm và tính năng]]> 2022-10-19 17:47:22 UTC https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2347531489 lan701531 https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2347541296 mô tả công số kĩ thuật để đưa ra đặc tính chi tiết của sản phẩm]]> 2022-10-19 17:52:47 UTC https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2347541296 lan701531 https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2347549289 tìm kiếm nhà cung ứng đáp ứng được các đặc tính ]]> 2022-10-19 17:57:00 UTC https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2347549289 lan701531 https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2347560990 gửi báo giá hoặc nhà cung ứng phải minh họa sản phẩm ]]> 2022-10-19 18:02:53 UTC https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2347560990 lan701531 https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2347564480 dựa theo tiêu chuẩn đã thiết lập rồi đánh giá, lựa chọn suppliers ]]> 2022-10-19 18:04:46 UTC https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2347564480 lan701531 https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2347568264 chọn supplier rồi tiến hành đặt hàng, kí hợp đồng, liệt kê các dịch vụ bán hàng, bảo hành, thương lượng giá, chiết khấu]]> 2022-10-19 18:06:47 UTC https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2347568264 lan701531 https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2347569366 xem xét sản phẩm cung ứng có đáp ứng nhu cầu hay không]]> 2022-10-19 18:07:25 UTC https://padlet.com/lan701531/y443h1s4771u8wk6/wish/2347569366