Thursday, December 13, 2018
'Nature of Industrial Buying: Industrial Marketing\r'
'URDANETA CITY UNIVERSITY COLLEGE OF ACCOUNTANCY AND BUSINESS formation San Vicente West, Urdaneta City 2428 Pangasinan, Philippines Telefax No. (075) 568-7612 Website: www. ucu. edu. com BY: IAN JOSEPH ROBISO MARC gross ton ALEXIS PEREZ MARITA LABIANO KENT NOEL JAVIER ILENE GONZALES BEVERLY ROSARIO RICHARD SUMERA LOVELY SORIA BSBA-III Major in MARKETING guidance SUBMITTED TO: MR. LADI GEORGE L. GASCON INSTRUCTOR Nature of industrial acquire: industrial Marketing Buy Phase in industrial get * Buying is an organizational decision qualification deal There argon 8 Phases in Buying decision Process * In Industrial market the buy decision making adjoin observable sequential stages, to a lower placestanding these phase helps developing appropriate selling strategy The Buying Decision of organization is influence by environmental factors, organizational factors, inter psycheal factors and personal factors: * Personal Ã¢â¬ e. g. Age, Education, Income, Personality, Risk Attitud e, last * Inter-Personal Ã¢â¬ e. g. Interest, Authority, Status, Empathy, Persuasiveness * Organization Ã¢â¬ e. g.Objective, Policies, Procedures, Organization Systems and Structure * purlieu Ã¢â¬ e. g. Level of Demand, Economic Viewpoint, Technology Change, Political Development, amicable Responsibility 8 Phases in Industrial Buying * Identify the problem Ã¢â¬ industrial marketers identify problems in buying organization and suggest how problem is? * widely distributed need Description Ã¢â¬ once the problem is acknowledge next is to resolve the problem. For practiced harvest-tides, the technical. * Product specification Ã¢â¬ developed a precise statement of the w argon or service, selecting right suppliers recommend. Suppliers Research Ã¢â¬ search of capableness suppliers from vertical hubs, functional hubs, direct extra tie in to major suppliers ,trade * Analyze Suppliers Proposal Ã¢â¬ once the subordinate suppliers decided, the buying organization obtains the request for proposals. * Suppliers Selection Ã¢â¬ military rating of proposals of competing suppliers and select suppliers * Selection of Order And Routine Ã¢â¬ placing orders w/ selected suppliers, frequency of the order placement, levels of inventory follows. Performance recap Ã¢â¬ performance feedback of the suppliers publication place and post procure evaluation Organizational Purchase Situation * saucily Task Ã¢â¬ a Situation that the company is buying the item for the first time. The buying organization exit typically guide had little experience with the product or service. The risk involved is more, decisions may take longer time and top guidance is involved. * limited Re- Buy Ã¢â¬ This situation occurs when the organization is not conform to with the performance of the existing suppliers.Search information about resource source of supply. The change I supplier is apparent to include several representatives, including mid level management and evaluative criter ia are analyzed. * Straight Re-Buy Ã¢â¬ Buying products or work continuously and obtains that are made in the past. Repeat orders with the supplier. The reordering process may be completely automated or done routinely by clerical personnel. Purchases are often handled under a contract and price or systematically the dominant evaluative criteria. Participants in the Business Buying ProcessParticipants in the organizational buying process function asÃÂ many as seven divers(prenominal) roles, namely those ofÃÂ initiator,ÃÂ influencer, approver, user, decider, buyer andÃÂ gatekeeper * Initiators Ã¢â¬ Recognize a problem or a need. The Initiator dismiss be any individual in buying firm. * Influencers Ã¢â¬ Individuals influence the buying decision. Technical people such as graphic symbol get over engineers, design engineers have considerable influence on purchase decision. * Deciders Ã¢â¬ The authentic buying decisions are made by the deciders. They are one or more indiv iduals involved in the buying decision.Senior executives may become deciders. * vendees Ã¢â¬ Buyers obtain quotations from suppliers, evaluate, negotiate, process purchase, orders, advance delivers and implement purchase policies. * Users Ã¢â¬ UsersÃÂ alsoÃÂ fulfil aÃÂ roleÃÂ ofÃÂ initiators Individuals who use products or services Define specifications ofÃÂ needed products * enjoyrs Ã¢â¬ ApproverÃÂ endorse and agree to the purchaseÃÂ andÃÂ also play aÃÂ role ofÃÂ deciders * hall porter Ã¢â¬ Gatekeepers control the flow ofÃÂ information regarding products and services and control the buying center Assistants orÃÂ junior personÃÂ ofÃÂ purchase managersKey Members of Buying Center * Top counselling Executives * Managing Director, Presidents, Vice President orÃÂ General managers * Approve purchase, decide guidelines and purchase policy * Technical spate * Technical people are designÃÂ engineers, production, quality control,ÃÂ R&ÃÂ DÃÂ managers * Specif y products, technical evaluation, feedback on product supplied, negotiate with suppliers * Purchase/ stuff and nonsense Department Senior executives, junior levels,ÃÂ purchaser officers or assistants * Coordinate with technical people, topÃÂ management, accounts as comfortably the suppliers or vendors * Accounts/Finance for finalizing theÃÂ financial approvals, mode ofÃÂ salaryÃÂ andÃÂ insuranceÃÂ of bankÃÂ guarantees * Marketing * Are the influencers in the buying process Summary * The industrial merchandise need to understand the buy objectives and purchasing activities of the industrial buyers. The industrial buyers are influenced by both purchasing objective of the firm and personal objectives. The industrial buyers are influenced by many factors, the major factors like environmental factors, organizational factors, interpersonal factors and personal factors. * There are 3 common types of buying situations including new task, modified re-buy and straight re-buy. * Th ere are 8 phases of buying decision making process include Initiator, Influencer, Approver, User, Decider, Buyer and Gatekeeper. The industrial markets should identify the key members of buying sum of money in each buying decision.\r\n'