Class Intro 6 ←Older revision | Newer revision→ Business
Customers and Buying Behavior. The Economy! Weaker consumer
demand has knock-on consequences throughout the supply chains.
Combined with higher oil prices (cost of inputs), impact
corporate buying. Differences with final consumers: Purchase
criteria and specifications; Multiple buying influence; Problem-
solving process; B2B e-commerce; Buyer-seller relationships Key
types: Manufacturers; Producers of services; Retailers and
Wholesalers; Government; Non-profits Specifications: describe
the need Quality certification: ISO 9000 Buying Center: Buyers;
Influencers; Deciders; Gatekeepers; Users Influences on
organizational buying includes: Vendor analysis; Behavioral
needs; Ethical concerns; Centralization of purchasing
McDonald's, friendlier ribs. Consumer pressure, with animal
welfare groups, pressures organization to change. McDonald's
then needs to change the behavior of its suppliers, or change
suppliers. Apple: working conditions in its supply chain: Ch