Organizational Buying PowerPoint PPT Presentation

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Title: Organizational Buying


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Organizational Buying
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Is CB BB?
  • How do they differ?

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The Buying Center
  • initiator
  • gatekeeper
  • influencer
  • decision maker
  • buyer
  • user

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Categories of Org. Purchase
  • straight rebuy
  • modified rebuy
  • new task

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OB versus CB
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Blurring Distinctions
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