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Steve Raybould
Steve Raybould

Some things to think about when you are targeted messages to the Decision Making Unit

EducationBusiness
1 of 30
The Purchasing Decision The Purchasing Decision Unit (DMU) The Purchasing Decision Process (DMP)
Learning Objectives of this Session ,[object Object],[object Object],[object Object],[object Object]
1: The Decision Making Unit (DMU) Model
The elements of the DMU are: ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
The Gatekeeper ,[object Object],[object Object],[object Object],[object Object]
The Gatekeeper ,[object Object],[object Object],[object Object]
The Initiator ,[object Object],[object Object],[object Object]
The Initiator ,[object Object],[object Object],[object Object]
The Decider ,[object Object],[object Object],[object Object]
The Decider ,[object Object],[object Object],[object Object]
The Buyer ,[object Object],[object Object],[object Object]
The Buyer ,[object Object],[object Object]
The User ,[object Object],[object Object],[object Object]
The User ,[object Object],[object Object],[object Object]
The Financier ,[object Object],[object Object]
The Financier ,[object Object],[object Object],[object Object]
Influencers ,[object Object],[object Object],[object Object],[object Object]
Influencers ,[object Object],[object Object]
The Decision Making Unit: B2B B2C ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
2: The Decision Making Process (DMP) Model
The stages of the DMP are: Recognition of need Developing product specification Search for information / supplier Evaluation of alternatives Select product / supplier Decision to buy / Determining terms of contract Fulfilment of contract Evaluation
1: Recognition of need ,[object Object],[object Object],[object Object],[object Object],[object Object]
2: Product specification ,[object Object],[object Object],[object Object]
3: Search for information ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
4: Evaluating alternatives ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
5: Selection of product / supplier ,[object Object],[object Object],[object Object]
6: Decision to buy / Terms of contract ,[object Object],[object Object],[object Object],[object Object],[object Object]
7: Fulfilment of contract ,[object Object],[object Object],[object Object],[object Object]
8: Evaluation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Conclusions: ,[object Object],[object Object],[object Object],[object Object],[object Object]

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Dmu & Dmp

  • 1. The Purchasing Decision The Purchasing Decision Unit (DMU) The Purchasing Decision Process (DMP)
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  • 3. 1: The Decision Making Unit (DMU) Model
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  • 20. 2: The Decision Making Process (DMP) Model
  • 21. The stages of the DMP are: Recognition of need Developing product specification Search for information / supplier Evaluation of alternatives Select product / supplier Decision to buy / Determining terms of contract Fulfilment of contract Evaluation
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