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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
b. straight rebuy
c. just-in-time delivery
d. new-task buy
e. modified rebuy
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
b. Deciders
c. Gatekeepers
d. Influencers
e. Users
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
b. decision team
c. buying center
d. acquisitions department
e. buyback unit
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
b. proposal analysis, negotiation, and selection
c. the decision-making process
d.economic assessment
e. managing the buyer-seller relationship
Purchase Criteria & Specifications
Definition: Description
Contains a written or electronic description of what a firm wants to buy.
Application: Brookstone
The Brookstone
catalog company indicates that all paper from suppliers must use paper stock that gives a negative reading for lignin as determined by the phloroglucinol test when tested according to ASTM D 1030, X5 spot stains and shall have a Kappa number of 5 or less when tested according to TAPPI 236 cm-85.
Multiple Buying Influences
Definition: Several people
Several people share in making a purchase
decision--perhaps even top management.
Application: GM
Before a purchasing manager at GM orders resin to be used in the construction of the dashboard components for the new Chevy Tahoe, he must ask the advice of one of the design engineers.
Problem-Solving Process
Definition: Formal Analysis
Organizations use format analysis to ensure their needs are met in an economical manner.
Application:
Century 21
In contemplating the purchase of a new Century 21 franchise, the owner must review multiple bids from vendors for the office company machine. She reads articles and talks with others in the field and various salespeople to determine what the office's copy needs may be.
Buyer Seller Relationship
Definition: Cooperation
Includes cooperation, information sharing, operational linkage, legan
bonds, and other adaptations.
Application: Hercules
Hercules Inc. and Grother Manufacturing are both in the chemical industry. their plants are located next to each other and they liquid output of Grotter is used as a raw material for Hercules. The liquid is piped directly from one plant to the other through a pipe between the two facilities.
User
Buying Center Role: A
The people who will actually
use the product
Role Example: Patti
Patti, a faculty member in the Marketing Department, enters an electronic classroom to begin class and finds that the computer used to operate the classroom will not start normally. She is not able to access information she has stored on the computer.
Incluencers
Buying Center Role: B
People whose expertise is used to help determine which products are needed.
Role
Example: Chad
After receiving copy of a request for a new classroom computer from the Chair of the Marketing Department, Chad, a member of University Computer Support Services, forwards a copy of the minimum specifications for new computers to the Marketing Department Chair and provides additional support information.
Buyers
Buying Center Role: C
The purchasing managers who are responsible for working
with suppliers and arranging for the terms of the sale.
Role Example: Terry
Terry works for the Purchasing Office. She reviews the Marketing Department budget to ensure sufficient funds are available for the proposed purchase. After review of the bids received from various vendors, she selects a Deli Optiplex computer because it meets minimum specifications and is the lowest bid submitted.
Deciders
Buying
Center Role: D
the people in the organization who have the power to select or approve the supplier.
Role Example: John
The chairperson of the Marketing Department receives a report that documents a computer problem in a classroom. After investigation, the Marketing Department Chair begins the requisition process to replace the faulty computer.
Gatekeeper
Buying Center Role: E
People in key
positions in the organization who control the flow of information.
Role Example: Sandra
Sandra has been charged with compiling all of the necessary paperwork to begin the purchase process for the Marketing Department. She will also answer any questions that potential vendors may have regarding the purchase.
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