Business 2 Business

Business 2 Business

1. resellers, institutions, government, service provide

   • resellers: manufacturer-> wholesaler -> retailer
   • institutions: hospital, educational, or religious
     • government: is one of the largest purchases of goods and services

2. manufacture their own goods and services, material and components of other parts

3. step 1: need recognition

   • step 2: product specification
     • step 3: Request for Proposal process (RFP)
       • step 4: proposal, analisis, vendor negation and selection
         • step 5: order specification
           • step 6: vendor performance

4. Buying center:

   • initiatior: doctor
     • influencer: medical service, pharmacy
       • decider: hospital
         • buyer: materials manager
           • user: patient
             • gatekeeper: insurance company

5. New buy: when purchising for the first time

   • modified rebuy: purchasing similar products but changing (price, quality, customer)
     • straigh rebuys: buy additional products that have been purchased

Imagens e arquivos do mapa