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CHAPTER 6 DISCUSSION QUESTIONS

1) Any buyers who buy for resale or to produce other goods & services are known
as what?
2) Fill in the blank. Like final consumers, organizations make purchases to satisfy
________________.
3) What is a written (or electronic) description of what the firm wants to buy?
4) What is a way for a supplier to document its quality procedures according to
internationally recognized standards?
5) All the people who participate in or influence a purchase are known as what?
6) A formal rating of suppliers on all relevant areas of performance is known as
what?
7) A request to buy something is known as what?
ANY BUYERS WHO BUY FOR RESALE OR TO PRODUCE OTHER GOODS & SERVICES ARE KNOWN AS
                                         WHAT?
  _____________________________________________________________________________________


                        BUSINESS & ORGANIZATIONAL CUSTOMERS


TYPES OF BUSINESS & ORGANIZATIONAL CUSTOMERS:

-PRODUCERS OF GOODS & SERVICES

    -MANUFACTURERS, FARMERS, BANKS, DOCTORS, LAWYERS, ETC.

-INTERMEDIARIES

    -WHOLESALERS & RETAILERS

-GOVERNMENT UNITS

    -FEDERAL, STATE, & LOCAL GOVERNMENTS

-NONPROFIT ORGANIZATIONS

    -AMERICAN RED CROSS, BOY/GIRL SCOUTS OF AMERICA, CHURCHES, ETC.
LIKE FINAL CONSUMERS, ORGANIZATIONS MAKE PURCHASES TO SATISFY
                             NEEDS


-THEY BUY GOODS & SERVICES THAT WILL HELP THEM MEET THE DEMAND
FOR THE GOODS & SERVICES THAT THEY IN TURN SUPPLY TO THEIR
MARKETS.

-THEIR BASIC NEED IS TO SATISFY THEIR OWN CUSTOMERS & CLIENTS.

-MARKETING MANAGERS REFER TO ORGANIZATIONAL CUSTOMERS AS THE
BUSINESS-TO-BUSINESS (B2B) MARKET.
A PRODUCER BUYS BECAUSE IT WANTS TO EARN A PROFIT BY
        MAKING & SELLING GOODS OR SERVICES.
A WHOLESALER OR RETAILER BUYS PRODUCTS IT CAN PROFITABLY
               RESELL TO ITS CUSTOMERS.
A TOWN GOVERNMENT WANTS TO MEET ITS LEGAL & SOCIAL
             OBLIGATIONS TO CITIZENS.
WHAT IS A WRITTEN (OR ELECTRONIC) DESCRIPTION OF WHAT THE FIRM WANTS TO BUY?

                              PURCHASING SPECIFICATIONS

-WHEN QUALITY IS HIGHLY STANDARDIZED THE SPECIFICATION MAY SIMPLY CONSIST OF A BRAND
NAME OR PART NUMBER.

-WHEN THE PURCHASE REQUIREMENTS ARE MORE COMPLICATED THE SPECIFICATION MAY SET OUT
DETAILED INFORMATION ABOUT THE PERFORMANCE STANDARDS THE PRODUCT MUST MEET.
WHAT IS A WAY FOR A SUPPLIER TO DOCUMENT ITS QUALITY PROCEDURES
       ACCORDING TO INTERNATIONALLY RECOGNIZED STANDARDS?
  __________________________________________________________________

                              ISO 9000

-ASSURES A CUSTOMER THAT THE SUPPLIER HAS EFFECTIVE QUALITY
CHECKS IN PLACE WITHOUT THE CUSTOMER HAVING TO CONDUCT ITS OWN
COSTLY & TIME CONSUMING AUDIT.

-TO GET ISO 9000 CERTIFIED A COMPANY MUST PROVE TO OUTSIDE AUDITORS
THAT IT DOCUMENTS HOW THE COMPANY OPERATES & WHO IS RESPONSIBLE
FOR QUALITY EVERY STEP OF THE WAY.
MULTIPLE BUYING INFLUENCE

SEVERAL PEOPLE WITHIN THE ORGANIZATION PLAY A PART IN MAKING A PURCHASE DECISION


1) USERS

    -PRODUCTION LINE WORKERS

2) INFLUENCERS

    -ENGINEERING OR R&D PEOPLE

3) BUYERS

    -PURCHASING MANAGERS

4) DECIDERS

    -TOP MANAGEMENT

5) GATEKEEPERS

    -ADMINISTRATIVE ASSISTANTS

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Chapter 6

  • 1. CHAPTER 6 DISCUSSION QUESTIONS 1) Any buyers who buy for resale or to produce other goods & services are known as what? 2) Fill in the blank. Like final consumers, organizations make purchases to satisfy ________________. 3) What is a written (or electronic) description of what the firm wants to buy? 4) What is a way for a supplier to document its quality procedures according to internationally recognized standards? 5) All the people who participate in or influence a purchase are known as what? 6) A formal rating of suppliers on all relevant areas of performance is known as what? 7) A request to buy something is known as what?
  • 2. ANY BUYERS WHO BUY FOR RESALE OR TO PRODUCE OTHER GOODS & SERVICES ARE KNOWN AS WHAT? _____________________________________________________________________________________ BUSINESS & ORGANIZATIONAL CUSTOMERS TYPES OF BUSINESS & ORGANIZATIONAL CUSTOMERS: -PRODUCERS OF GOODS & SERVICES -MANUFACTURERS, FARMERS, BANKS, DOCTORS, LAWYERS, ETC. -INTERMEDIARIES -WHOLESALERS & RETAILERS -GOVERNMENT UNITS -FEDERAL, STATE, & LOCAL GOVERNMENTS -NONPROFIT ORGANIZATIONS -AMERICAN RED CROSS, BOY/GIRL SCOUTS OF AMERICA, CHURCHES, ETC.
  • 3. LIKE FINAL CONSUMERS, ORGANIZATIONS MAKE PURCHASES TO SATISFY NEEDS -THEY BUY GOODS & SERVICES THAT WILL HELP THEM MEET THE DEMAND FOR THE GOODS & SERVICES THAT THEY IN TURN SUPPLY TO THEIR MARKETS. -THEIR BASIC NEED IS TO SATISFY THEIR OWN CUSTOMERS & CLIENTS. -MARKETING MANAGERS REFER TO ORGANIZATIONAL CUSTOMERS AS THE BUSINESS-TO-BUSINESS (B2B) MARKET.
  • 4. A PRODUCER BUYS BECAUSE IT WANTS TO EARN A PROFIT BY MAKING & SELLING GOODS OR SERVICES.
  • 5. A WHOLESALER OR RETAILER BUYS PRODUCTS IT CAN PROFITABLY RESELL TO ITS CUSTOMERS.
  • 6. A TOWN GOVERNMENT WANTS TO MEET ITS LEGAL & SOCIAL OBLIGATIONS TO CITIZENS.
  • 7. WHAT IS A WRITTEN (OR ELECTRONIC) DESCRIPTION OF WHAT THE FIRM WANTS TO BUY? PURCHASING SPECIFICATIONS -WHEN QUALITY IS HIGHLY STANDARDIZED THE SPECIFICATION MAY SIMPLY CONSIST OF A BRAND NAME OR PART NUMBER. -WHEN THE PURCHASE REQUIREMENTS ARE MORE COMPLICATED THE SPECIFICATION MAY SET OUT DETAILED INFORMATION ABOUT THE PERFORMANCE STANDARDS THE PRODUCT MUST MEET.
  • 8. WHAT IS A WAY FOR A SUPPLIER TO DOCUMENT ITS QUALITY PROCEDURES ACCORDING TO INTERNATIONALLY RECOGNIZED STANDARDS? __________________________________________________________________ ISO 9000 -ASSURES A CUSTOMER THAT THE SUPPLIER HAS EFFECTIVE QUALITY CHECKS IN PLACE WITHOUT THE CUSTOMER HAVING TO CONDUCT ITS OWN COSTLY & TIME CONSUMING AUDIT. -TO GET ISO 9000 CERTIFIED A COMPANY MUST PROVE TO OUTSIDE AUDITORS THAT IT DOCUMENTS HOW THE COMPANY OPERATES & WHO IS RESPONSIBLE FOR QUALITY EVERY STEP OF THE WAY.
  • 9. MULTIPLE BUYING INFLUENCE SEVERAL PEOPLE WITHIN THE ORGANIZATION PLAY A PART IN MAKING A PURCHASE DECISION 1) USERS -PRODUCTION LINE WORKERS 2) INFLUENCERS -ENGINEERING OR R&D PEOPLE 3) BUYERS -PURCHASING MANAGERS 4) DECIDERS -TOP MANAGEMENT 5) GATEKEEPERS -ADMINISTRATIVE ASSISTANTS