Coperate Management English 3

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1. Business buyer behavior refers to the buying behavior of the organizations that buy goods and services for use in the . . . of other products and services that are sold, rented, or supplied to others.
2. In the . . . process, business buyers determine which products and services their organizations need to purchase, and then find, evaluate, and choose among alternative suppliers and brands.
3. Business markets involve far . . . money and items than do consumer markets.
         
4. Business markets involve far . . . money and items than do consumer markets. Why?
5. Business markets contain . . . buyers.
6. Business customers are more . . . concentrated.
         
7. Give some European examples.
8. Business buyer demand is mostly derived from final . . . demand.
9. Business buyer demand is mostly derived from final . . . demand. Why?
         
10. Demand in many business markets is more inelastic - not affected as much in the short run by . . . changes.
11. Demand in many business markets is more inelastic - not affected as much in the short run by . . . changes. Why? Name at least one reason.Why? Name at least one reason.
12. Business purchases involve . . . people.
         
13. Name some of them:
14. Business buying involves a more . . . purchasing effort.
15. Business buyers usually face more . . . buying decisions.
         
16. The business buying process is more . . .
17. In business buying, . . . work more closely together and build close long-run relationships.
18. In business buying, . . . work more closely together and build close long-run relationships. Why?
         
19. In a . . .re-buy, the buyer reorders something without any modifications.
20. In a . . . re-buy, the buyer wants to modify product specifications, prices, terms, or suppliers.
21. A company buying a product or service for the first time faces a . . . situation.
         
22. The sale often goes to the firm that provides the most complete system meeting the customer s needs. Thus, . . . is often a key business marketing strategy for winning and holding accounts.
23. The decision-making unit of a buying organization is called its . . .: all the individuals and units that participate in the business decision-making process.
24. ... are members of the organization who will use the product or service.
         
25. .. . often help define specifications and also provide information for evaluating alternatives.
26. .. . have formal authority to select the supplier and arrange terms of purchase. Buyers may help shape product specifications, but their major role is in selecting vendors and negotiating.
27. ...have formal or informal power to select or approve the final suppliers.
         
28. ... control the flow of information to others.
29. There are various influences on business buyers - name at least 3 environmental ones.
30. There are various influences on business buyers - name at least 3 organizational ones.
         
31. There are various influences on business buyers - name at least 3 interpersonal ones.
32. There are various influences on business buyers - name at least 3 individual ones.
33. The buying process begins when someone in the company recognizes a problem or need that can be met by acquiring a specific product or service.Such a . . . can result from internal or external stimuli.
         
34. Having recognized a need, the buyer next prepares a . . . that describes the characteristics and quantity of the needed item.
35. The buying organization next develops the item s technical . . ., often with the help of a value analysis engineering team.
36. The buyer now conducts a . . . to find the best vendors.
         
37. In the . . . stage of the business buying process, the buyer invites qualified suppliers to submit proposals.
38. During . . ., the buying center often will draw up a list of the desired supplier attributes and their relative importance.
39. The buyer now prepares an . . . . It includes the final order with the chosen supplier or suppliers and lists items such as technical specifications, quantity needed, expected time of delivery, return policies, and warranties.
         
40. The buyer may contact users and ask them to rate their satisfaction. The . . . may lead the buyer to continue, modify, or drop the arrangement.
41. The . . . market consists of schools, hospitals, nursing homes, prisons, and other institutions that provide goods and services to people in their care.
42. The . . . market offers large opportunities for many companies, both big and small. In most countries, government organizations are major buyers of goods and services.
         
43. Government organizations typically require suppliers to submit . . ., and normally they award the contract to the lowest bidder.
44. Because their spending decisions are subject to public review, government organizations require considerable . . . from suppliers, who often complain about excessive paperwork, bureaucracy, regulations, decision-making delays, and frequent shifts in procurement personnel

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