Nature of Industrial Buying: Industrial Marketing

Topics: Risk, Decision making Pages: 4 (806 words) Published: December 2, 2012
URDANETA CITY UNIVERSITY
COLLEGE OF ACCOUNTANCY AND BUSINESS
ADMINISTRATION
San Vicente West, Urdaneta City 2428
Pangasinan, Philippines
Telefax No. (075) 568-7612
Website: www.ucu.edu.com

BY:
IAN JOSEPH ROBISO
MARC TON ALEXIS PEREZ
MARITA LABIANO
KENT NOEL JAVIER
ILENE GONZALES
BEVERLY ROSARIO
RICHARD SUMERA
LOVELY SORIA
BSBA-III Major in MARKETING MANAGEMENT

SUBMITTED TO:
MR. LADI GEORGE L. GASCON
INSTRUCTOR

Nature of Industrial Buying: Industrial Marketing
Buy Phase in Industrial Buying
* Buying is an organizational decision making process
* There are 8 Phases in Buying Decision Process
* In Industrial market the buying decision making process observable sequential stages, understanding these phase helps developing appropriate selling strategy The Buying Decision of organization is influence by environmental factors, organizational factors, interpersonal factors and personal factors: * Personal – e.g. Age, Education, Income, Personality, Risk Attitude, Culture * Inter-Personal – e.g. Interest, Authority, Status, Empathy, Persuasiveness * Organization – e.g. Objective, Policies, Procedures, Organization Systems and Structure * Environment – e.g. Level of Demand, Economic Viewpoint, Technology Change, Political Development, Social Responsibility

8 Phases in Industrial Buying
* Identify the problem – industrial marketers identify problems in buying organization and suggest how problem is? * General need Description – once the problem is recognized next is to resolve the problem. For technical products, the technical. * Product Specification – developed a precise statement of the product or service, selecting right suppliers recommend. * Suppliers Research – search of potential suppliers from vertical hubs, functional hubs, direct extra link to major suppliers ,trade * Analyze Suppliers Proposal – once the qualified suppliers decided, the buying organization obtains the request for...
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