市场营销07(精品).ppt
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1、2000 Prentice HallObjectivesObjectivesHow Business&Consumer Markets DifferOrganizational Buying SituationsParticipants in the Business Buying ProcessMajor Influences on Organizational BuyersBusiness Buyer Decision MakingInstitutional&Government Buying2000 Prentice HallOrganizational FactorsOrganizat
2、ional FactorsPurchasing-DepartmentUpgradingCross-FunctionalRolesCentralizedPurchasingDecentralized Purchasing of SmallTicket ItemsInternetPurchasingLong-TermContractsPurchasing-PerformanceEvaluation&Pro.BuyersLeanProduction2000 Prentice HallProblem RecognitionGeneral Need DescriptionProduct Specific
3、ationSupplier SearchProposal SolicitationSupplier SelectionOrder Routine SpecificationPerformance ReviewPostPurchasePurchaseInfoSearch/EvalNeedNeedRecognitionRecognition2000 Prentice HallInstitutional MarketsCaptive PatronsCaptive PatronsLow BudgetsLow Budgets2000 Prentice HallGovernment MarketsDomestic SuppliersOpen BidsCost MinimizationPublic ReviewPaperwork
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