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BUSINESS TO BUSINESS PREZI GREENWICH

Group presentation
by

irina teti

on 27 November 2014

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Transcript of BUSINESS TO BUSINESS PREZI GREENWICH

Business to business marketing (B2B)
Factors affecting buyers and sellers
BUYERS
BUYER BEHAVIOUR
How might internal politics affect a buyer's behaviour?
What factors might
be prominent in
the buying decision
for cleaning materials?
What are the main problems with evaluating
supplier
performance?
People
Technology
Structure
Tasks
SELLERS
How might a seller find out who the influencers are in the DMU?
What factors may a supplier take into account when evaluating a buyer company?
How might a seller act to reduce risk for a buyer?
SELLER BEHAVIOUR
And now..

DMU (Decision-Making Unit)
Dialogue between buyer and seller
Gatekeeper
Decider
Buyer
Initiator
User
Purchase decision
Information from
suppliers
Influencer
kkk
Controls the flow of informations
Makes the decision to buy
Negotiates purchases
First recognises a problem
Uses the product
Most influential characteristics in the DMU are:

1) Important in the corporate and
departmental hierarchy
2) Close to the organizational
boundary
3) Central to the workflow
4) Active in cross-departmental
communications
5) Directly linked to senior
management
(Ronchetto et al., 1989)
Acts as an advisor to the decider
RISK
Quality of products
Checked by quality control inspectors
Contracts
The payment policy
Secures that the two sides will be accurate to each other
An agreement which prevents the risk of incorrect attitude
FACTORS
PRICE
To compare with the other companies' products.
LOYALTY
The buyer and the supplier have to be loyal to each other.
CORPORATE REPUTATION
Good reputation = good services and good behavior with the customers.
TRUST
The supplier has to trust the buyer.
SOCIAL
SATISFACTION
Seller and buyer working together to satisfy the people.
TRANSPARENCY
The supplier has to know
the company.
Professional staff determines the organizational culture
What and how the company purchases
Formal hierarchy
Informal hierarchy
Controls the access
COST
GATEKEEPER
HUMAN
RESOURCE
Lack of professionals
High expenditures
Who controls the flow of information in a company?
Gatekeeper
Doorkeeper
Influencer
Initiator
Which factor doesn't affect buyers behavior?
Individual
Interpersonal
Metaphysical
Enviromental
Which company does the cleaning
products manufacture supply?
Chemicals manufacturer
Electrical goods
manufacturer
Wholesaler
All of the above
Price competitiveness

Availability
(of the products)

Regulatory requirements

Performance
(of the company)

Environmental
impact (that the cleaning materials have on the
nature)
BUYING DECISION
This presentation covered :
How might internal politics affect buyer's behavior?
What factors might be prominent in the buying decision for cleaning materials?
What are the main problems with evaluating supplier performance?
How might a seller find out who the influencers are in the DMU?
How might a seller act to reduce risk for a buyer?
What factors may a supplier take into account when evaluating a buyer company?
Thanks for the attention.
Full transcript