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Paper Topic:

Relationship Between Industrial Buyer Behavior and Supplier Selection

Running Head : Relationship Between Industrial Buyer Behavior and Supplier Selection

Research

Relationship Between Industrial Buyer Behavior and Supplier Selection

p Dead line : June 30 ,2007 , 1 :22 Table of Contents

Executive Summary .3

Introduction .3

Consumer and Industrial Buyer behavior .3

What motives are involved on both sides of the sales /purchasing relationship ? Where do these motives align and where do they diverge .4

What influence does organization culture , values , and shared values have on the buyer /supplier relationship 4

Purchasing and Supplier Selection

Strategies .5

How might lead users help or hinder supplier selection .5

What are the opinions regarding single sourcing and multiple sourcing (single supplier vs . many suppliers .6

Why are purchasing people beginning to focus on their supplier 's management as part of the evaluation process ? How might this evaluation be conducted .7

How might social , political , or environmental issues impact a supplier selection decision .8

In what ways do the financial and non-financial factors influence supplier selection .9

How sensitive should the purchaser and supplier be to each other 's organizational needs .9

My Personal Model of Buyer Behavior and Guidelines for Industrial Sales Organizations 12

Conclusion .13

Bibliography .13

Executive Summary

Consumer behavior is the study of the processes involved when individuals or groups select , purchase , use or dispose of products services , ideas or experiences to satisfy needs and desires

Belch and Belch (2007 ,

. 105 ) define consumer behaviour as 'the process and activities people engage in when searching for , selecting purchasing , using , evaluating , and disposing of products and services so as to satisfy their needs and desires . For preparing our this report we focused on the consumar behaviour , buyer-seller relation of industrial sales relation

Introduction

Consumer behavior is the study of the processes involved when individuals or groups select , purchase , use or dispose of products services , ideas or experiences to satisfy needs and desires

Market segmentation is an important aspect of consumer behavior Consumers can be categorized using many criteria , including product usage , demographics (the objective aspects of a population , such as age and sex ) and psychographics (psychological and lifestyle characteristics . Emerging developments , such as the new emphasis on relationship marketing and the practice of database marketing , mean that marketers are much more attuned to the wants and needs of different consumer groups

Consumer and Industrial Buyer Behavior

A term found in economic psychology implying the income available for discretionary spending among segments in the population . It is a measure of the ability and willingness to buy goods or services . 2 (industrial definition ) Refers to the relative influence an individual or a job function (engineering , purchasing , production ) has in a purchase decision . Power may be based on reward abilities (granting monetary or perceptual benefits , coercion (imposing punishment , legitimacy (formal authority , personality (based on individual characteristics or status or expertise (special knowledge or expertise

The management theory and practice relating to how and why people behave as they do within organization structures and how managers can bring about improvements in individual and group performance...

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