Illustrate about buying situations, Marketing Research

Assignment Help:

Q. Illustrate about buying situations?

There is a requirement to discuss the three types of buying situations before they can be applied to the buying centre and the different stages involved in the organisational buying process.

The first type of buying situation is the 'new buy' situation in which a company buys a product for the first time and doesn't have any experience with the vendors or the product it is attempting to buy. This situation is extremely important especially for a project situation in which consultative selling efforts are involved. A company effort to market an ERP package to an organisation has to acquire the precise customised requirements of the buying organisation before formulating a solution. For example lifts for a commercial complex can be classified under a new buy situation.

The second kind of buying situation is a 'straight re-buy' situation in which a buying organisation records or else repeats the previous order without changes hospital consumables and office stationery may be instances. In these circumstances the organisation which is currently the supplier the 'in-supplier' will have to make sure that it is able to sustain its offerings and service so that competitors don't enter the scene. These competitors are 'out-suppliers' who would similar to enter the buying organisation.

The third type of situation is the 'modified re-buy' situation in which the buying organisation brings in changes in its requirements. An automobile company may favour to use an updated version of bearings. A company working on updating its contributions can create a modified re-buy situation by working with the influences of the buying centre in the organisation. Company marketing x-ray equipment is able to introduce an updated offering for the replacement market -- hospitals which had procured the earlier version.

In such equipment fresh product introductions always create a modified re-buy situation as well as hence a company should introduce new products to stay ahead of the competition.

Still in consumables there is scope to create a modified re-buy situation with new products self-stick pads from 3M as well as waterproof medicated plasters from Johnson and Johnson are examples. A modified re-buy situation can as well be created through services such as the consultative sales efforts discussed earlier or through better product delivery promises.


Related Discussions:- Illustrate about buying situations

Determining the prices and policy decisions, 1.  Your company manufactures ...

1.  Your company manufactures consumer products mostly in the pet products category. You have developed a new line of rather unique bird feeders for wild birds such as cardinals, f

Write a short note about non comparative scaling techniques, Write a short ...

Write a short note about non comparative scaling techniques Non-comparative scaling involves every stimulus object being scaled independently of other objects in the stimulus s

Job evaluation points salary survey, Below is a set of data, which you are ...

Below is a set of data, which you are to plot. Then tell me how many pay structures and what jobs should be included in the pay structure(s). In your answer you are to show me the

Several factors of cultures to adopt new products, Q. Several factors of cu...

Q. Several factors of cultures to adopt new products? Cultures are likely to adopt new products more quickly than others based on several factors: Modernity : The degree to

Discuss construct validity and types of construct validity, Discuss constru...

Discuss construct validity and types of construct validity. Answer Construct validity addresses question of what construct or characteristic the scale is, in fact, measuri

Define the classical conditioning, Q. Define the Classical conditioning? ...

Q. Define the Classical conditioning? Pavlov's near the beginning work on dogs was known as classical conditioning . Pavlov exposed that when dogs were fed meat powder they sa

Consumer Behavior, Hi There, i need some help with marketing: 1) I need a ...

Hi There, i need some help with marketing: 1) I need a Brand Concept Map for Nespresso 2)Discuss the relationship between associations and ties within the brand concept map and i

What is causal designs, What is causal designs Causal research is most...

What is causal designs Causal research is most appropriate when research objectives include need to understand the reasons why certain market phenomena happen as they do. To m

Retailing, how do beliefs and attitudes influence consumer behavior

how do beliefs and attitudes influence consumer behavior

Write Your Message!

Captcha
Free Assignment Quote

Assured A++ Grade

Get guaranteed satisfaction & time on delivery in every assignment order you paid with us! We ensure premium quality solution document along with free turntin report!

All rights reserved! Copyrights ©2019-2020 ExpertsMind IT Educational Pvt Ltd