Organizational Buying Behaviour free essay sample

These are marketing intermediaries such as wholesalers and retailers who buy finished goods for resale at a profit. ? Government markets This comprises of national and local governments, seeking to provide the public with education, water, energy, national defense, road systems and health care. ? Institutional markets o Organizations that seek to achieve charitable, educational, community or other non-business goals make up institutional markets. o They include churches, hospitals, museums, libraries, universities and charitable organizations. 2. DIFFERENCES BETWEEN ORGANIZATIONAL AND PERSONAL BUYING. These can be compared on the unique characteristics of organizational buying. a) Business markets have fewer buyers than consumer markets. b) In business markets, there are a few large buyers c) There is close supplier-customer relationship in business market due to o Smaller customer base o Contracts go to suppliers who co-operate with the buyers on technical specifications and delivery requirements o Suppliers are expected to attend special seminars organized by buyers so as to be familiar with the buyers’ quality specifications. We will write a custom essay sample on Organizational Buying Behaviour or any similar topic specifically for you Do Not WasteYour Time HIRE WRITER Only 13.90 / page d) Geographically concentrated buyers ) Derived demand The demand for business goods is ultimately delivered from the demand for consumer goods f) Inelastic demand The total demands for industrial goods are not much affected by the changes in the environment. g) Fluctuating demand Demand for organizational goods tend to be more volatile than the demand for consumer products. o This is especially true for the demand of new plant and equipment o A given percentage increase in consumer demand can lead to a larger percentage increase in the demand for plant and equipment necessary for additional output. h) Professional purchasing Business goods are purchased by trained purchasing agents, who must follow the organizations, o Purchasing policies o Constraints o Requirements. i) Several buying influences o More people typically influence business buying decisions than in consumer buying decisions. o Buying committees consisting of technical experts and even senior managers are common in the purchase of major goods. j) Direct purchasing Business buyers often buy from manufacturers rather through intermediaries, especially those items that are technically complex and/or expensive. k) Reciprocity Business buyers normally buy from suppliers who buy from them. ) Leasing. o Many industrial buyers lease their equipment instead of buying it. o Advantages Conserves capital Gets sellers latest products Receives better services Gains some tax advantages. 3. BUYING SITUATIONS OR TYPES OF BUYING DECISIONS. Three types of buying situations have been identified; a) Straight Rebuy ? The purchasing department orders on a routine basis e. g. office suppliers. ? The buyer chooses from the suppliers on its approved list, giving weight to past satisfaction with the various suppliers. b) Modified Rebuy The buyer wants to modify the: Product specification, Prices, Delivery requirements and Other terms This usually involves additional discussions and more participants on both the buyer and the seller’s side. c) New task Rebuy ? A product is being bought for the first time. ? The greater the cost and/or risks, the lager will be the number of decision participants and the greater their information gathering. The time take to make a decision also increases. ? This situation offers the marketer the greatest opportunity and challenge. ? The marketer tries to reach as many key buying influencers as possible and provides helpful information and assistance. Because of the complicated nature of selling, many companies are using missionary sales forc e consisting of their best sales people. 4. BUYING ROLES/PARTICIPANTS IN THE ORGANIZATIONAL BUYING. I. e. the decision making unit (DMU) or buying centre. a) What is the buying center? It is composed of all those individuals and groups who participate in the purchase-decision process. It includes members of the organizations who play any of the following roles in the purchase-decision process. b) Buying roles i) Initiators Those who suggest that an item be purchased They may be users or other organizations. i) Users Those who will use the product. In most cases, they initiate the buying, write proposals and help define product specifications/requirements. iii) Influencers Are persons who influence the buying decisions They help define product specifications and provide information for evaluating alternatives. Technical personnel are important as influencers. iv) Deciders Are the persons who have the power to decide on product requirements and/or suppliers. v) Approvers Are th e persons who must authorize the proposed actions of deciders or buyers. vi) Buyers Are persons with formal authority for selecting the supplier and arranging terms of purchase. vii) Gate-keepers Are persons who have the power to prevent information from reaching members of the buying center e. g. Purchasing agents Receptionists and Telephone operators. They may prevent sales persons from talking to users or deciders. 5. BUYING DECISION PROCESS Eight stages in the buying decision process have been identified by marketers. These are described as:- i) Problem recognition The buying decision process starts when someone in the company recognizes a problem or need. This may arise from, ? Internal stimuli e. g. o The company decides to develop a new product and needs new equipment o There may be a machine break-down which may require replacement or new parts o Purchased material may turn out to be unsatisfactory and the company needs another supplier. ? External stimuli e. g. o New ideas from trade shows. ii) General need description ? Buyer determines the general characteristics and quality of the needed item. ? He may not be aware of different product characteristics ? The marketer should help the company to define its needs. iii) Product specifications At this stage, item’s technical specifications are developed. The decision makers may use of product value analysis. They may ask such questions as; o Does the use of the item contribute value? o Is its cost proportionate to its usefulness? o Can it be found elsewhere? iv) Supplier search Sources of suppliers may include ? Trade directories ? Business directories ? Word of mouth ? Experience. v) Proposal solicitation In this stage, the buyer invites qualified suppliers to submit proposals. vi) Supplier selection In selecting suppliers, decision makers, may use of vendor analysis. The following attributes, may be used; Delivery capability; Quality ; Price;Repair service;Technical capability;Performance history;Reputation;Financial position. vii) Order routine specification Buyer now writes final order with the chosen suppliers, listing Technical specification Quantity needed Expected time of delivery Return policies, e. t. c. viii) Performance review Buyer reviews performance of a particular supplier(s) The buyer can contact end users and ask for their evaluation and then rate suppliers on several criteria. The review may lead the buyer to; Continue, Modify or Drop the supplier. 6. FACTORS INFLUENCING ORGANIZATIONAL BUYING DECISIONS. a) Environmental factors E. g. Level of primary demand Cost of money Technology Political/legal forces Competitive developments Organizational factors: Objectives, Policies, Procedures Organization structure, e. t. c. b) Interpersonal factors Participants in their buying center have different statuses, authority, pers uasiveness, e. t. c. c) Individual factors Each individual in the buying centre has; Personal motivators; Perceptions; Education; Personality, e. t. c.

3 Revised Run-In Lists

3 Revised Run-In Lists 3 Revised Run-In Lists 3 Revised Run-In Lists By Mark Nichol A run-in list is one that is incorporated into the body of a sentence, rather than formatted as a numbered, unnumbered, or bulleted list with each item on a separate line. Such a list, unfortunately, often invites errors when writers don’t attend to interrelationships among the items or become intimidated into believing that organizing the items is more complicated than it really is. Here are three types of errors introduced into run-in lists and how to remedy them. 1. â€Å"Students plant trees to halt coastal erosion, monitor water quality, and educate others about the importance of environmental stewardship.† As written, the sentence suggests that students plant trees to accomplish the three goals subsequently listed. However, the trees were planted only to control coastal erosion; the other two items in the sentence are separate activities. To eliminate ambiguity, reorder the three items, simultaneously improving the sentence rhythm by placing the activity descriptions in order according to the length of the phrase: â€Å"Students monitor water quality, plant trees to halt coastal erosion, and educate others about the importance of environmental stewardship.† 2. â€Å"With severe fetal alcohol syndrome, there can also be organ deformities, including heart defects; heart murmurs; genital malformations; kidney and urinary defects.† Semicolons are necessary in a sentence containing a run-in list only if one or more items in the list are themselves lists and the sentence cannot be reorganized otherwise. In this case, the list is not complex it consists of a simple roster of typical organ deformities and semicolons are not required. Also, the conjunction in â€Å"kidney and urinary defects† does not serve as a final conjunction in the list unless â€Å"kidney defects† and â€Å"urinary defects† are treated as distinct list items separated by a comma and the conjunction; because they are combined into one item, they must be preceded, as is, by a conjunction. However, to improve sentence rhythm, I placed â€Å"genital malformations† as the last item, so the conjunction precedes that phrase: â€Å"With severe fetal alcohol syndrome, there can also be organ deformities, including heart murmurs and other conditions, kidney and urinary defects, and genital malformations.† 3. â€Å"Preliminary research shows that it: reduces the risk of trauma, decreases the frequency and severity of alcohol misuse, and increases enrollment in specialized alcohol abuse treatment.† A colon should precede a list only when what precedes the colon is a full clause. In this case, the preceding wording is a simple phrase; the colon between the pronoun and the verb is a clumsy interruption: â€Å"Preliminary research shows that it reduces the risk of trauma, decreases the frequency and severity of alcohol misuse, and increases enrollment in specialized alcohol abuse treatment.† (A colon is appropriate in this revision, which is wordier than necessary: â€Å"Preliminary research shows that it has the following outcomes: It reduces the risk of trauma, decreases the frequency and severity of alcohol misuse, and increases enrollment in specialized alcohol abuse treatment.†) Want to improve your English in five minutes a day? Get a subscription and start receiving our writing tips and exercises daily! Keep learning! Browse the Grammar category, check our popular posts, or choose a related post below:Has vs. Had20 Pairs of One-Word and Two-Word FormsPredicate Complements

Pick any topic from the instruction Essay Example | Topics and Well Written Essays - 1250 words

Pick any topic from the instruction - Essay Example If free will is a gift from God, then it is part of that same open system that God set in motion to follow its own course. There is the possibility that what atheistic existentialists take to be an accident is actually the seeming chaos of a free system, created by an entity, animated - not governed - by free will. The idea that theism can be compatible with non-theological concepts has gained currency in recent years. The Episcopal Church, for example, has adopted the idea that the rational can help aid one’s understanding of what God is because reason itself is a gift from God. Name 2 One need not cancel out the possibility of the other. Faith doesn’t have to be the only resource because man has other gifts, other intrinsic capabilities that he can use in concert with others. The theistic philosopher Henry Rogers wrote, â€Å"The truth is, that both Reason and Faith are coeval with the nature of man, and were designed to dwell in his heart together. They are†¦re ciprocally complementary; - neither can exclude the other† (Rogers, 339). ... ng answers, to looking beyond the suppositions of existentialism, Kierkegaard’s tendency was to fall back on his Lutheran background, Pascal from an Augustinian system of belief and Sartre and Nietzsche from the humanist school, of which they were to a large extent the product (Tillich, 25). For Kierkegaard, the search for answers was a striving for transcendence, which resulted from the realization that one is responsible for one’s own condition. Personal freedom lies at the heart of this position. One has the freedom to choose despair or strive for self-actualization. â€Å"Either possibility requires that the self moves toward transcendence, reliance on God’s help, according to Kierkegaard† (Gray, 279). As such, the subject engages in a kind of selection, a choosing of salvation or of a personal fall. The subject â€Å"comes to renounce its Name 3 immediate self and choose its eternal self. It accepts the paradox of the God-man, and through this qualit ative leap free itself from despair and reach salvation† (Stewart, 138). For Kierkegaard, theism is the vehicle through which the individual arrives, subjectively, at the fullness of his meaning as a human being. The individual works through this alone as the sole possessor of his own ethical and aesthetic reality, ultimately leading him to a state of grace. Kierkegaard and many of those who followed his precepts believed that Christianity, and other monotheistic religions, were expressions of hypocrisy that taught pure love but practiced a creed that seemed to believe this purity was the special reserve of a privileged few; specifically, of the wealthy and powerful. The Christianity they observed around them drew from a shallow moral well, one that provided dubious spiritual sustenance from its manifesto (the