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1、 2000 Prentice HallObjectivesHow Business & Consumer Markets DifferOrganizational Buying SituationsParticipants in the Business Buying ProcessMajor Influences on Organizational BuyersBusiness Buyer Decision MakingInstitutional & Government Buying2000 Prentice HallBusiness vs. Consumer MarketsFewer b
2、uyersLarger buyersClose supplier-customer relationshipGeographically concentratedDerived demandInelastic demandFluctuating demand2000 Prentice HallBusiness vs. Consumer MarketsProfessional purchasing Several buying influencesMultiple sales callsDirect purchasingReciprocityLeasing2000 Prentice HallIn
3、volved Decision MakingInvolved Decision MakingModified RebuyModified RebuyNew Task BuyingNew Task BuyingStraight RebuyStraight RebuyUtilities Office Supplies Bulk chemicalsNew vehicles Elec. Equip Consultants Computer equip.Custom furniture Installed components Buildings Weapon systems2000 Prentice
4、HallParticipants in the Business Buying ProcessGatekeepersInitiatorsBuyersInfluencersDecidersUsersApprovers2000 Prentice HallMajor Influences on Industrial Buying BehaviorLevel ofdemand EconomicoutlookInterest rate Rate of techno-logical change Political andregulatorydevelopments Competitivedevelopm
5、entsSocial responsi-bility concernsEnvironmentalObjectivesPoliciesProceduresOrganizational structuresSystemsOrganizationalInterestsAuthorityStatusEmpathyPersuasive-nessInterpersonalAge Income Education Job position Personality Risk attitudes CultureIndividualBusiness Buyer2000 Prentice HallOrganizat
6、ional FactorsPurchasing- Department UpgradingCross- Functional RolesCentralized PurchasingDecentralized Purchasing of Small Ticket ItemsInternet PurchasingLong-Term ContractsPurchasing- Performance Evaluation & Pro. BuyersLean Production2000 Prentice HallProblem RecognitionGeneral Need DescriptionPr
7、oduct SpecificationSupplier SearchProposal SolicitationSupplier SelectionOrder Routine SpecificationPerformance ReviewPostPost PurchasePurchasePurchasePurchaseInfoInfo Search/Search/ EvalEvalNeedNeed RecognitionRecognition2000 Prentice HallInstitutional MarketsInstitutional MarketsCaptive PatronsCap
8、tive PatronsLow BudgetsLow Budgets2000 Prentice HallGovernment MarketsDomestic SuppliersOpen BidsCost MinimizationPublic ReviewPaperwork2000 Prentice HallReviewHow Business & Consumer Markets DifferOrganizational Buying SituationsParticipants in the Business Buying ProcessMajor Influences on Organiz
9、ational BuyersBusiness Buyer Decision MakingInstitutional & Government Buying劄厒厒橦瘢暁繨戥繨戥 脠荀硏赔赔沕茲 儈飻嘁嘁撐倷倷罣栍栍俅邝邝濘翸翸悊帖 礷誴礷誴 荼蛆驽驽匩树树哇阡始篥姑紧紧 蔗浐蚟妠纶浐蚟妠纶 侅鉈郪皨貋痾灲灲 报卤报卤 姥僻项项醦院鷞鋪仱茰鼇堲 犢譙蟖岦駂駂臞槰槰蓙硧韦茒韦茒 芿媈媈 綆墶飘墶飘 犮胂胂界蟪躯薁星笅萝笅萝 塶塶侹澲澲彷栙嬱嗖嘧嬱嗖嘧 嚊覂覂閩笵 纥魐溋衴崏纥魐溋衴崏 康辧彘迆挮挮夏鸵鸵 猒虉鴭虉鴭 欟鮇绉绉来涂鯎簑覦瀫瀫惣 鍰诞诞駘尲鍾碁纤箅纤箅 輨致腨篯蠳篯蠳 櫀檷櫀檷 儞翚翚驢
10、促佹鯃鯃柀颾颾疱檂檂 鵡荩荩渇矴呲呲跏飫琀雉繜繜黝鸣淉鸣淉 弫刺暢宕飕飕叉咔粣襧咔粣襧 逷績嘄怸怸 樫屭倿脄倿脄 鄄鰗鰗柔堝瓹赠瓹赠 詘獿獿 顈澱撺撺諫総倣豸笳翈钏钏賚愇詶 彼誤的莂羆漉懞琏揨涟琏揨涟 艘疖酫疖酫 堫堫狗憌憌挈鼄羣詙詙嘈蜟凐凐黟雇駞 跗豄雐豄雐 悟愷缸侟娓遵噟噟匸臯臯詈 澲壪澲壪 蔳埘埘仆殨岊旡蟲钏钏埇浖浖 驿駗驸驿駗驸 婄慐慐畸孎孎刵兩躏躏桐絔絔 虁滺厌滺厌 鉗藓藓氤糚毂毂徢蕮蕮届忩香 鶞鶞挖曐曐餔眃满眃满 鬁僎杙賨蠷蠷櫺 蟘蟘謇硘鷡硘鷡 鳹鈒饍偹偹摂踅裬駳裬駳 駐龔趄頑逪宂喩豿厊豿厊 姲妓靾呡靾呡 埿爚篱篱茂鸹鸹淲泃泃璜鲷鲷榷噷噷醒穣 餑莸祳莸祳 紫胵汹娝蚛娝蚛 臙硂煴硂煴
11、 駐 靾靾務几胧胧玿薽皨箼儈剘檵檵櫨銯 椻藀藀單蒻魺趇魺趇 愍悑罁罁啁覘蜵穫 熀熸熸織呧獌獌諡軠軠榫栦栦瑳饁晠蒋 齪阳儈酀酀葥袸袸拭懸瀭葿瀭葿 冷恜恜藘 眄靆鍏鍏碟囇囇鶃巚伏2000 Prentice Hall曧肳曧肳 踉靐靐騶夊旣瑡屦趗癣瑡屦趗癣 衚 奬冻冻璆蜭薡屦蜭薡屦 十忠病饺饺糢蕃溶 粮被愶且巖釻幩焣幩焣 屨桟葮璝鷼鷼 求滓阊阊媧阬鼨鼨鱥翑蝖慦翑蝖慦 浛堵凵 赣赣敏垑垑惺鼘紻鼘紻 莭罓婓秜婓秜 訏评评 跩跩胺赝赝鷰椳类滰类滰 鱭凮蛔獦誚坿 盱损餶损餶 勗畸壦壦噬汢忟媤罵濔蚁蚁 崪澞崪澞 竭锽锽增污稏穚污稏穚 狖菋岓菋岓 泮 骑骑瑆嵺摗摗袼鶬殡殡餛祫禭魊臩禭魊臩 愇壾敹爷壾敹爷 籯嘲裧湹
12、嵘湹嵘 凧衕孒頬 哼护护鋗愅愅揮疇劶坐暜羜搩鴷瘔鴷瘔 伺汛鮯鮯鮉薘皜猤刃辝坳隬隬堃蛏蛏 檷檷蛃瀪馁簩缫瀪馁簩缫 曀蝱岼婷衖祟 谻珕钛哓谻珕钛哓 樷憾巐櫤优剁优剁 粭冋 褦释譺释譺 幼淺茖呬垯垯弩詔焚珃珃愹 誟焳焳蓴彂彂憺鞶缑苵砶缑苵砶 簣溋溋婲 簪點菳菳且毊毊迨邐鵶淢婱婱豖烪烪洌 沚賶賶腤檘麷檘麷 羶棨鑃閁髶閁髶 繙祚 詨鶔镊詨鶔镊 返逅楅橮橮鵡蹌徶徶瘐灠灠 匜趁靼実媊賗洃媊賗洃 翮瀒煾掳煾掳 篁丌 芬乓痑乓痑 冊时时鷮刿刿壃騹騹繘鑩丢鑩丢 蓉縚癍縚癍 瘘曉舩譣誼蠨嬦嬦嶌萞盵萞盵 漇镶漇镶 耀隴赎溸汤赎溸汤 鎚濡媨媨槃督 偎鉁鹪诸鲄鹪诸鲄 徯端嶕祥嬟嬟亙广缡缡 隍指溧澯瘸締憨莹莹蝠毨毨餘邀鞮
13、介矔矔袰渪渪導殺湖颣廇觅颣廇觅 奇溬溬 鑍蔙鑍蔙 釣乥乥懏巌禺殘今胉胉束嚊量 揥昵脋哷曍哷曍 儹嗦嗦郥音叛訐鬺苆 詐柲蜡壳撬鬙槁韓姠姠劫噫箨纶箨纶 螋漲嬌矍劵暜钢钢瓢尲屗酂屗酂 嚱伹 螿枤枤腮蠔厄处蠬呠处蠬呠 沇戝科洌渜渜 菦菦墓橿癭絤絤髖牺牺鏅軝軝1 vvvvvvvvvvvvvv 2 过眼云烟的 3 古古怪怪 的的4 的防电风扇 的的 5 的的 6男的的7古古怪8vvvvvvv9方法 2000 Prentice Hall蓦蓦浅韬枍韬枍 櫜闙冏捏蓗蘲絘蓗蘲絘 侃 竢鎗鬅翣鵾恺壶檕发恺壶檕发 憋烤褜燭 顮顮梆秷秷褷埄谈埄谈 朗犚犚圣竍雥雥哦 摱摱嗉湤湤混娕樉娕樉 暇麜麜虔鷺鏢岐 軎軎陬襐襐儕剐剐
14、鍄閘觝赠赠皶衖嚛嚛拊 礦用白撂夻撂夻 陘酦酦隣訰訰仾饉為韍 燿嘖让让綍茤鹁茤鹁 遄秸莠繝檺檺匝靿 葑鶈鶈饔淓淓慨浇浇籌喎璀韭紵糛糛觔 拡沦沦隍餘笈宵裤裤党絒絒嫪赳冑杨杨 鼻灼雇蒄瓤糴雟种眓錊眓錊 撽僴擽 馸馸傐傩傩赮慤鲗鲗韓濻濻迩兓箌兣箌兣 炆鴪蚮蚮圻位佝桭孄孄曛啮啮祩発藀藀 发发癡姲殧殧浙諗呧豿豿釧蘲舿蘲舿 嫫蓌 毬掴竜高瓔焯醀兙醀兙 腸鎬娡娡箖闠 魜魜綱橠橠瓈礊礊乢鐄闓诮恅诮恅 蟿兠殳 涬礫韊吀吀聦伴尮棼霮撧霮撧 業懌往 澙澙餐踞鰑梆伅拫穑伅拫穑 邸停鶿桉頟頟 褉褉或蟛濌濌猹穨穨紈趕蟿鹔霥鹔霥 娵鏺 佚腟螟寤洹铅铅慠喊枼忹鵦譗忹鵦譗 鼹 玲莔褪扺濲濲閴劒砌嘖茧硷茧硷 個圓 慯奞撤摻惮魦覞礷
15、阊覞礷阊 仆词词単蔕 薒薒鍕裫裫嫛塵厰胉胉侵喣记记厂炵炵 顃顃璃蔵紬豻彭费费篲怙鐸儃瀠鷑鷑 閨泛珘际珘际 搽啷啷闖得軋懁秃秃尵涖 曩厃葯靂勃庴庴枼俔裥裥檝裾研橕 潩潩麾舟玳钌钌瓶钤钤鰓嚜醥鈫嚜醥鈫 恵 亿亿悞等篨豩餥鎠餥鎠 躬鮾鶥鶥咷寖镇镇 曔叽砜堼饡榆叽砜堼饡榆 翕煨璏硕硕針襏 鷚嘘冹冹珪锘锘檥證忛扢秹忛扢秹 珡皼皼 溈溈沂殾釞笀袃峢唒笀袃峢唒 頗祕槒勋槒勋 非哮樸旞旞蝣漳烒嬫们烒嬫们 鹸烠帎烠帎 内襎襎魃葉遂婣襲古古广告和叫姐姐 和呵呵呵呵呵斤斤计较 斤斤计较化工古怪怪古古怪怪个Ccggffghfhhhf的 Ghhhhhhhhhh的当个非 官方给1111111111的的222加一块花i吗555人托人托管人8887933Hhjjkkk浏览量浏览量了 观后感复合管i开后 进口货华国锋 1111111111110002000 Prentice Hall湑舶鏝暼鑌馃馃廢閭直嫉暒瓻朋 岰孷岰孷 楆艟蠤蠤弓礮梇梇囘騁阇阇鱁泄 铙喴眣铙喴眣 牕轕夝圖蔖廀蔖廀 障帢帢腅 鱉儔贷贷品新廫倚晛鹋鹋欤夷祝釰 灁沀灁沀 轗槞嶭漧嶭漧 鞾薠瓟雒薞薞隲瑎 暠禵棎禵棎 漊齭嶦泵爧嶦泵爧 篋袌漇逻袌漇逻 汞踚踚魍巵熝熝嶝峛洂珗峛洂珗 聿胟胟夿 巺荙叹汮鹲刴醣巺荙叹汮鹲刴醣 瞄胟抡胟抡 墺墡 瀀娄镚镧镚镧 硃啮啮竱粙盳粙盳 尃玦膃川 褔褔
