第06章组织市场与组织购买者行为.pptVIP

政府市场喜欢国内供应商，且要求供应商参加竞标，然后选择报价最低的公司。 密切监督 受类似的环境因素影响 信用好 非经济因素 少数民族供应商 效益不好的供应商 小企业 机构和政府市场 * * * * * Note to Instructor The IKEA example in the text is excellent on understanding the importance of supplier development: IKEA challenge is finding enough of the right kinds of suppliers to help design and produce the billions of dollars of affordable goods. IKEA currently relies on about 1,800 suppliers in more than 50 countries to stock its shelves. If the giant retailer continues at its current growth rate, it will need to double its supply network by 2010. IKEA doesn’t just buy from its suppliers. It involves them deeply in the process of designing and making stylish but affordable furniture. * Note to Instructor Discussion Question How would the purchase of a chair like the one you are sitting in be different for the University versus an end consumer like yourself buying a chair for your desk? It may be difficult for students with no business buying experience to grasp the difference between business and consumer buying. Students will note how the university needs to buy more, that they need to ask users about the chairs, that they will organize more intricately for the buying effort, that they will work with the vendors for reduced prices for bulk purchases. In addition, this can tie directly to the major types of buying situations. Discussion Questions How could the chair be a straight rebuy versus a modified rebuy. What implications would the different situation make on the process? * * * * * * * Note to Instructor This Web link goes to the American Enterprise Institute’s economic outlook newsletter. There are other economic indicators that might be interesting to draw to the students attention including GDP and CPI. * * * * * * Note to Instructor This Web link brings the class to IDES which is a search engine for suppliers. The current page shows the vast number of plastics suppliers. * Note to Instructor This Web link brings you to . A leading supplier of o