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6.6)How do institutional buyers & government agencies do their buying?

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Analysing Business Markets - Institutional & Government markets

Government & Nonprofit
1 of 11
ANALYSING BUSINESS MARKETS PART VI
INSTITUTIONAL AND GOVERNMENT MARKETS
INSTITUTIONAL MARKETS
Consists of schools, hospitals, nursing homes,prisons and other institutions that must provide goods and services to people in their care. They are characterized by low budgets and captive clienteles.
Hospitals must decide what quality of food to buy for patient
GOVERNMENTAL MARKETS
• Government organizations are a major buyer of goods and services. • require suppliers to submit bids and normally they award the contract to the lowest bidder • Government unit will sometime make allowance for the supplier’s superior quality or reputation for completing contracts on time • They will also buy on a negotiated contract basis primarily for complex projects involving R&D cost and risks, and in cases where there is little competition
1. Announcing request for a prequalified offer 2. Short-listing of bidders 3. Evaluating technical and commercial bids of the short-listed bidders STEPS FOLLOWED TO AWARD THE WORK
Created by Aburvaa Ramesh, SVCE , during an internship By Prof. Sameer Mathur, IIM Lucknow. www.IIMInternship.com

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5-(III) how to consumers make purchasing decisions5-(III) how to consumers make purchasing decisions
5-(III) how to consumers make purchasing decisions
 
5-(I) how do consumer characteristics influene buying behaviour
5-(I) how do consumer characteristics influene buying behaviour5-(I) how do consumer characteristics influene buying behaviour
5-(I) how do consumer characteristics influene buying behaviour
 
5-(II) major psychological processes influencing consumer responses
5-(II) major psychological processes influencing consumer responses5-(II) major psychological processes influencing consumer responses
5-(II) major psychological processes influencing consumer responses
 
6.5)How can companies build strong relationships with business customers?
6.5)How can companies build strong relationships with business customers?6.5)How can companies build strong relationships with business customers?
6.5)How can companies build strong relationships with business customers?
 
6.3)Who participates in B2B buying process?
6.3)Who participates in B2B buying process?6.3)Who participates in B2B buying process?
6.3)Who participates in B2B buying process?
 

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6.6)How do institutional buyers & government agencies do their buying?