Marketing
Chris Smith is the Purchasing Director for a large chain of hospitals in the southeast of the US. Chris' job responsibilities include everything from purchasing office supplies to high end medical equipment like MRI machines and surgical equipment. Chris is also active in her local university and likes to hire new, young graduates to work in the department.
She prides herself on being a tough interviewer. She has found out that many people pursue a career in purchasing but do not have a good understanding of the basics. In the last few years she had to fire several new hires because they did not have the specific knowledge in order to succeed.
Therefore, as part of the interview process Chris discusses the different types of purchasing that are done by the hospital. She asks the applicants to apply what they have learned in business school to the hospital's specific purchasing areas. She tells them that she knows that they will not have intimate first-hand knowledge yet of what goes on in the hospital but she does expect them to be able to apply the academic terminology to the hospital setting and come up with Acâ???ogood guesses' for how things work.
She tells each applicant that the hospital makes three types of purchases:
Office supplies and routine purchases
Small medical items like bandages, scissors, tape, etc
Large scale medical purchases like new XRay and MRI machines
As part of the analysis that each applicant is asked to prepare, Chris asks for the following sections to be addressed:
Demand "?o speculate on derived, inelastic, fluctuating and joint demand situations for each of the hospital's three types of purchases.
Rebuy "?o consider straight, modified, and new for each of the hospital's three types of purchases.
Buying center "?o speculate on who is part of the buying center (HINT: Chris looks to see how the make up of the buying center changes depending on what is being considered for purchase. Speculate on the members for each of the three types of purchases).
The B2B decision making process. (HINT: Chris looks to see that the applicant understands the differences between consumers making decisions about what to buy and businesses making decisions about what to buy so you might want to compare and contrast the B2B and consumers).
Chris Smith is the Purchasing Director for a large chain of hospitals in the southeast of the US. Chris' job responsibilities include everything from purchasing office supplies to high end medical equipment like MRI machines and surgical equipment. Chris is also active in her local university and likes to hire new, young graduates to work in the department.
She prides herself on being a tough interviewer. She has found out that many people pursue a career in purchasing but do not have a good understanding of the basics. In the last few years she had to fire several new hires because they did not have the specific knowledge in order to succeed.
Therefore, as part of the interview process Chris discusses the different types of purchasing that are done by the hospital. She asks the applicants to apply what they have learned in business school to the hospital's specific purchasing areas. She tells them that she knows that they will not have intimate first-hand knowledge yet of what goes on in the hospital but she does expect them to be able to apply the academic terminology to the hospital setting and come up with Acâ???ogood guesses' for how things work.
She tells each applicant that the hospital makes three types of purchases:
Office supplies and routine purchases
Small medical items like bandages, scissors, tape, etc
Large scale medical purchases like new XRay and MRI machines
As part of the analysis that each applicant is asked to prepare, Chris asks for the following sections to be addressed:
Demand "?o speculate on derived, inelastic, fluctuating and joint demand situations for each of the hospital's three types of purchases.
Rebuy "?o consider straight, modified, and new for each of the hospital's three types of purchases.
Buying center "?o speculate on who is part of the buying center (HINT: Chris looks to see how the make up of the buying center changes depending on what is being considered for purchase. Speculate on the members for each of the three types of purchases).
The B2B decision making process. (HINT: Chris looks to see that the applicant understands the differences between consumers making decisions about what to buy and businesses making decisions about what to buy so you might want to compare and contrast the B2B and consumers).
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