DQ 2. What type of goods or services does your company purchase as an intermediary? For example, at Lockheed Martin, we build weapon systems for the military. If we get a contract to build a computer network for example, we would purchase all of the equipment: computers, cables, software, people, etc., with the goal of eventually giving it all to the customer.
DQ 3. I didnt realize how much buying influence can affect the buying center. Actually I always thought that it was the head hanchos of a company that made all of the decisions and we had to just obey the buying power that they possessed. When in reality they take in consideration other influencer's other than themselves. Influencer's, per our reading can be any of the following:
1. Users --perhaps production line workers or their supervisors.
2. Influencer's --perhaps engineering or R&D people who help write specifications or supply information for evaluating alternatives.
3. Buyers --the purchasing managers who have the responsibility for working with suppliers and arranging the terms of the sale.
4. Deciders --the people in the organization who have the power to select or approve the supplier--often a purchasing manager but perhaps top management for larger purchases.
5. Gatekeepers --people who control the flow of information within the organization--perhaps a purchasing manager who shields users or other deciders. Gatekeepers can also include receptionists, secretaries, research assistants, and others who influence the flow of information about potential purchases.
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