Industrial Marketing and International Business - NTNU

Primary tabs

Vidar Melstveit's picture

No Description Set

Subjects: 

Bookmark to learn: Login to use bookmarks.

Bookmark to learn: Login to use bookmarks.

Add to collection ... add Industrial Marketing and International Business - NTNU to your collections:

Help using Flashcards ...just like in real life ;)

  1. Look at the card, do you know this one? Click to flip the card and check yourself.
  2. Mark card Right or Wrong, this card will be removed from the deck and your score kept.
  3. At any point you can Shuffle, Reveal cards and more via Deck controls.
  4. Continue to reveal the wrong cards until you have correctly answered the entire deck. Good job!
  5. Via the Actions button you can Shuffle, Unshuffle, Flip all Cards, Reset score, etc.
  6. Come back soon, we'll keep your score.
    “Repetition is the mother of all learning.”
  7. Signed in users can Create, Edit, Import, Export decks and more!.

Bookmark to learn: Login to use bookmarks.

Share via these services ...

Email this deck:

Right: #
Wrong: #
# Right & # Wrong of #

Give an example of environmental influence on organizational buying behavior

Geographic influence; this defines the availability of a good or service

Give an example of environmental influence on organizational buying behavior

Implicit or cultural forces

Give an example of organizational influence on organizational buying behavior (Webster & Wind)

Shapes individual behaviour: an example is the extent of programming needed to implement the "new software product"

How can social aspects influence industrial purchase decisions?

Webster and Wind emphasise that B2B buying processes are complex; they include a lot of people within an organization. When purchasing power is shared by several people, it is natural that interpersonal relationships have influence.

How can we measure value? (Anderson & Narus)

Hard to measure, but great suppliers are able to break all valuable aspects down into monetary terms --process called "customer value models"

Subjects: