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Chapter 6 Terms in this set (13)e. modified rebuy Explanation A modified rebuy is a buying situation where the organization repeats a previous purchase, but changes the product specifications, price, delivery schedule, supplier, or some other factor. If Brian were later tasked with purchasing an additional 500 tablets for Hope Springs but he was asked to MODIFY the technical requirements for making the purchase, this would be called a(n) __________ type of buying process. a. direct purchase c. Gatekeepers Explanation Gatekeepers control the flow of information in the buying center, as well as (in some cases) access to buying center members. Purchasing personnel, technical experts, and secretaries can all keep salespeople or information from reaching the other four roles. _________ control the flow of information and/or access to the members of the buying center at Hope Springs. a. Buyers c. buying center Explanation The buying center is a group of people in an organization that participates in the buying process and share common goals, risks, and knowledge important to a purchase decision. The ___________ includes members of Hope Springs' upper management team, Brian (the purchasing manager), and members of the accounts payable department. a. finance group a. defining the problem Explanation Before making a purchase, the buying organization must weigh key buying criteria. This may be initiated by the completion of a requisition. Once criteria are identified, they are described for vendors in a request for proposal (RFP). Hope Springs needs tablet computers that are fast, include 24/7 tech support, and include a generous volume discount. These criteria would be collected during which stage of ORGANIZATIONAL buying? a. defining the problem Purchase Criteria & Specifications Definition: Description Application: Brookstone Multiple Buying Influences Definition: Several people Application: GM Problem-Solving Process Definition: Formal Analysis Application:
Century 21 Buyer Seller Relationship Definition: Cooperation Application: Hercules User Buying Center Role: A Role Example: Patti Incluencers Buying Center Role: B Role
Example: Chad Buyers Buying Center Role: C Role Example: Terry Deciders Buying
Center Role: D Role Example: John Gatekeeper Buying Center Role: E Role Example: Sandra Sets with similar termsMAR 302324 terms mbukoski Chapter 629 terms watson42 MKT 4280 CHP. 2 TERMS- WANG24 terms sbmoore Management Chapter 168 terms DaltonKniss Other sets by this creatorMK303 M6 C14 Connect Exercise Chapter 1417 terms dakota3227 MK303 C16 Connect Exercise Chapter 168 terms dakota3227 Mk303 C16 SmrtBk Chapter 1649 terms dakota3227 MK303 C15 Exercise Chapter 155 terms dakota3227 Other Quizlet setsUnit 17 - Investment & Business Brokerage21 terms kimawandaPLUS Fossils21 terms Karlie_Miller61 history of English mid term87 terms perfectpick22 Bio. Chapter 1019 terms Donfabie20 Related questionsQUESTION TQM is initiated by lower level managers and affects top management last. 3 answers QUESTION Flublok is a trivalent influenza vaccine that has been FDA approved for use in adults 18 years and older. How does this vaccine differ from the other approved flu vaccines? 4 answers QUESTION The report cards for selected Federal Agencies in Figure 7.1 on page 282 is collected from which undertaking? 3 answers QUESTION The major shift in management focus of leading service firms emphasized that 15 answers Who controls the flow of information in the buying center?Gatekeepers control the flow of information in the buying center, as well as (in some cases) access to buying center members. Purchasing personnel, technical experts, and secretaries can all keep salespeople or information from reaching the other four roles.
Which role in the business buying center controls the flow of information quizlet?In this role she is acting as a gatekeeper. The decider is the person in the business buying process who controls the flow of information to others involved.
What is the role of the buying center?A group, known as a buying centre, determines which materials are purchased for manufacturing or who is commissioned to provide a service. As its members have an enormous influence, they are important players in the B2B business and deserve special consideration within the customer journey.
Who makes the buying decisions in an organization?representatives, the company's website and conversation with a colleague. Other business owners is by far the greatest single source in influencing the buying decisions. Employees are the second most important source of influence. revenue is second and is nearly three times as important as reducing cost.
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Which role in the business buying center controls the flow of information?
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