CHAPTER Day 9 BUS 222. Ch 1 -2 Agenda Questions Assignment 2 Corrected – 5 A’s, 5 B’s, 4...

30
CHAPTER Day 9 BUS 222

TAGS:

Transcript of CHAPTER Day 9 BUS 222. Ch 1 -2 Agenda Questions Assignment 2 Corrected – 5 A’s, 5 B’s, 4...

Page 1: CHAPTER Day 9 BUS 222. Ch 1 -2 Agenda Questions Assignment 2 Corrected – 5 A’s, 5 B’s, 4 C’s, 2 D’s, & 1 F Quiz 1 corrected – 2 A+, 2 A’s, 3 B’s, 3 C’s,

CHAPTER

Day 9

BUS 222

Page 2: CHAPTER Day 9 BUS 222. Ch 1 -2 Agenda Questions Assignment 2 Corrected – 5 A’s, 5 B’s, 4 C’s, 2 D’s, & 1 F Quiz 1 corrected – 2 A+, 2 A’s, 3 B’s, 3 C’s,

Ch 1 -2

Agenda• Questions• Assignment 2 Corrected

– 5 A’s, 5 B’s, 4 C’s, 2 D’s, & 1 F

• Quiz 1 corrected– 2 A+, 2 A’s, 3 B’s, 3 C’s, 2 D’s, 5 F’s– http://www.youtube.com/watch?

feature=player_embedded&v=iyDkYHpteTI 2009

• Quiz 2– Mar 8 (change from syllabus)– Chaps 5, 6, 7 15 M/C 45 min.– Same format as before

• Assignment 3 Posted– Due March 8 .. We will discuss it next class.

• Discuss Business to Business marketing

Page 3: CHAPTER Day 9 BUS 222. Ch 1 -2 Agenda Questions Assignment 2 Corrected – 5 A’s, 5 B’s, 4 C’s, 2 D’s, & 1 F Quiz 1 corrected – 2 A+, 2 A’s, 3 B’s, 3 C’s,

CHAPTER

BUSINESS-TO-BUSINESS MARKETING

06

McGraw-Hill/Irwin Copyright © 2012 by The McGraw-Hill Companies, Inc. All rights reserved.

Page 4: CHAPTER Day 9 BUS 222. Ch 1 -2 Agenda Questions Assignment 2 Corrected – 5 A’s, 5 B’s, 4 C’s, 2 D’s, & 1 F Quiz 1 corrected – 2 A+, 2 A’s, 3 B’s, 3 C’s,

LEARNING OBJECTIVES

Business-to-Business Marketing

LO1 Describe the different types of buyers and sellers that participate in business-to-business (B2B) markets.

LO2 List the steps in the B2B buying process.

LO3 Identify the different roles within the buying center.

LO4 Describe the different types of organizational cultures.

LO5 Detail different buying situations.

Page 5: CHAPTER Day 9 BUS 222. Ch 1 -2 Agenda Questions Assignment 2 Corrected – 5 A’s, 5 B’s, 4 C’s, 2 D’s, & 1 F Quiz 1 corrected – 2 A+, 2 A’s, 3 B’s, 3 C’s,

B2B Marketing

Who is the end user?

©1998 EyeWire, IncC Squared Studios/Getty Images

Page 6: CHAPTER Day 9 BUS 222. Ch 1 -2 Agenda Questions Assignment 2 Corrected – 5 A’s, 5 B’s, 4 C’s, 2 D’s, & 1 F Quiz 1 corrected – 2 A+, 2 A’s, 3 B’s, 3 C’s,

B2B Markets

U.S. Census Website

Page 7: CHAPTER Day 9 BUS 222. Ch 1 -2 Agenda Questions Assignment 2 Corrected – 5 A’s, 5 B’s, 4 C’s, 2 D’s, & 1 F Quiz 1 corrected – 2 A+, 2 A’s, 3 B’s, 3 C’s,

Manufacturers or Producers

Gear Expo News Clip

Car Culture/Getty Images

Page 8: CHAPTER Day 9 BUS 222. Ch 1 -2 Agenda Questions Assignment 2 Corrected – 5 A’s, 5 B’s, 4 C’s, 2 D’s, & 1 F Quiz 1 corrected – 2 A+, 2 A’s, 3 B’s, 3 C’s,

Resellers

Courtesy Eastman Chemical Company

Page 9: CHAPTER Day 9 BUS 222. Ch 1 -2 Agenda Questions Assignment 2 Corrected – 5 A’s, 5 B’s, 4 C’s, 2 D’s, & 1 F Quiz 1 corrected – 2 A+, 2 A’s, 3 B’s, 3 C’s,

How is this B2B ad similar to B2C

ads?

Source: http://clockworkshadowcreations.com/graphic-design/brochures/

Page 10: CHAPTER Day 9 BUS 222. Ch 1 -2 Agenda Questions Assignment 2 Corrected – 5 A’s, 5 B’s, 4 C’s, 2 D’s, & 1 F Quiz 1 corrected – 2 A+, 2 A’s, 3 B’s, 3 C’s,

In what kind of publication might this appear?

Courtesy Pepsi-Cola Company

Page 11: CHAPTER Day 9 BUS 222. Ch 1 -2 Agenda Questions Assignment 2 Corrected – 5 A’s, 5 B’s, 4 C’s, 2 D’s, & 1 F Quiz 1 corrected – 2 A+, 2 A’s, 3 B’s, 3 C’s,

Institutions

Schools, Museums and

Religious Organizations

Schools, Museums and

Religious Organizations

London Museum News Clip

Annie Reynolds/PhotoLink/Getty Images

Royalty-Free/CORBIS

Royalty-Free/CORBIS

Page 12: CHAPTER Day 9 BUS 222. Ch 1 -2 Agenda Questions Assignment 2 Corrected – 5 A’s, 5 B’s, 4 C’s, 2 D’s, & 1 F Quiz 1 corrected – 2 A+, 2 A’s, 3 B’s, 3 C’s,

Government

• US Government spends $2.1 trillion procuring goods

• State and local governments also make significant purchases

• Firms specialize in selling to government

Gett

y Im

ag

es

His

ham

F Ib

rah

im/G

ett

y Im

ag

es

Page 13: CHAPTER Day 9 BUS 222. Ch 1 -2 Agenda Questions Assignment 2 Corrected – 5 A’s, 5 B’s, 4 C’s, 2 D’s, & 1 F Quiz 1 corrected – 2 A+, 2 A’s, 3 B’s, 3 C’s,

Adding Value: Paris Runways

Photo by Eric Ryan/Getty Images

Page 14: CHAPTER Day 9 BUS 222. Ch 1 -2 Agenda Questions Assignment 2 Corrected – 5 A’s, 5 B’s, 4 C’s, 2 D’s, & 1 F Quiz 1 corrected – 2 A+, 2 A’s, 3 B’s, 3 C’s,

B2B Buying Process

B2C Buying Process

Page 15: CHAPTER Day 9 BUS 222. Ch 1 -2 Agenda Questions Assignment 2 Corrected – 5 A’s, 5 B’s, 4 C’s, 2 D’s, & 1 F Quiz 1 corrected – 2 A+, 2 A’s, 3 B’s, 3 C’s,

Stage 1: Need Recognition

• Can be generated internally or externally

• Sources for recognizing new needs:– Suppliers– Salespeople– Competitors

Tim

es

Ph

oto

by T

on

i L

San

dys/

New

scom

Sylv

ain

Gra

nd

ad

am

/Th

e Im

ag

e

Ban

k/G

ett

y Im

ag

es

Page 16: CHAPTER Day 9 BUS 222. Ch 1 -2 Agenda Questions Assignment 2 Corrected – 5 A’s, 5 B’s, 4 C’s, 2 D’s, & 1 F Quiz 1 corrected – 2 A+, 2 A’s, 3 B’s, 3 C’s,

Stage 2: Product Specifications

• Used by Suppliers to develop proposals

• Can be done collaboratively with suppliers

Royalt

y-F

ree/C

OR

BIS

Page 17: CHAPTER Day 9 BUS 222. Ch 1 -2 Agenda Questions Assignment 2 Corrected – 5 A’s, 5 B’s, 4 C’s, 2 D’s, & 1 F Quiz 1 corrected – 2 A+, 2 A’s, 3 B’s, 3 C’s,

Federal Business Opportunities Website

Stage 3: RFP Process (Request for Proposal)

©Toyota Motor Engineering & Manufacturing North America, Inc.

Page 18: CHAPTER Day 9 BUS 222. Ch 1 -2 Agenda Questions Assignment 2 Corrected – 5 A’s, 5 B’s, 4 C’s, 2 D’s, & 1 F Quiz 1 corrected – 2 A+, 2 A’s, 3 B’s, 3 C’s,

Step 4: Proposal Analysis, Vendor Negotiation and Selection

• Often several vendors are negotiating against each other

• Considerations other than price play a role in final selection

Courtesy The Goodyear Tire & Rubber Company

Page 19: CHAPTER Day 9 BUS 222. Ch 1 -2 Agenda Questions Assignment 2 Corrected – 5 A’s, 5 B’s, 4 C’s, 2 D’s, & 1 F Quiz 1 corrected – 2 A+, 2 A’s, 3 B’s, 3 C’s,

Step 5: Order Specification

• Firm places the order

• The exact details of the purchase are specified

• All terms are detailed including payment

Digital Vision/Getty Images

Page 20: CHAPTER Day 9 BUS 222. Ch 1 -2 Agenda Questions Assignment 2 Corrected – 5 A’s, 5 B’s, 4 C’s, 2 D’s, & 1 F Quiz 1 corrected – 2 A+, 2 A’s, 3 B’s, 3 C’s,

Step 6: Vendor Analysis

Page 21: CHAPTER Day 9 BUS 222. Ch 1 -2 Agenda Questions Assignment 2 Corrected – 5 A’s, 5 B’s, 4 C’s, 2 D’s, & 1 F Quiz 1 corrected – 2 A+, 2 A’s, 3 B’s, 3 C’s,

1. Identify the stages in the B2B buying process.

2. How do you do a vendor analysis?

Check Yourself

Page 22: CHAPTER Day 9 BUS 222. Ch 1 -2 Agenda Questions Assignment 2 Corrected – 5 A’s, 5 B’s, 4 C’s, 2 D’s, & 1 F Quiz 1 corrected – 2 A+, 2 A’s, 3 B’s, 3 C’s,

Factors Affecting the B2B buying process

Page 23: CHAPTER Day 9 BUS 222. Ch 1 -2 Agenda Questions Assignment 2 Corrected – 5 A’s, 5 B’s, 4 C’s, 2 D’s, & 1 F Quiz 1 corrected – 2 A+, 2 A’s, 3 B’s, 3 C’s,

Organizational Culture

Page 24: CHAPTER Day 9 BUS 222. Ch 1 -2 Agenda Questions Assignment 2 Corrected – 5 A’s, 5 B’s, 4 C’s, 2 D’s, & 1 F Quiz 1 corrected – 2 A+, 2 A’s, 3 B’s, 3 C’s,

The Buying Center

Page 25: CHAPTER Day 9 BUS 222. Ch 1 -2 Agenda Questions Assignment 2 Corrected – 5 A’s, 5 B’s, 4 C’s, 2 D’s, & 1 F Quiz 1 corrected – 2 A+, 2 A’s, 3 B’s, 3 C’s,

Wine Entrepreneur

Page 26: CHAPTER Day 9 BUS 222. Ch 1 -2 Agenda Questions Assignment 2 Corrected – 5 A’s, 5 B’s, 4 C’s, 2 D’s, & 1 F Quiz 1 corrected – 2 A+, 2 A’s, 3 B’s, 3 C’s,

Buying Situations

Page 27: CHAPTER Day 9 BUS 222. Ch 1 -2 Agenda Questions Assignment 2 Corrected – 5 A’s, 5 B’s, 4 C’s, 2 D’s, & 1 F Quiz 1 corrected – 2 A+, 2 A’s, 3 B’s, 3 C’s,

New Buy

• Purchasing for the first time

• Likely to be quite involved

• The buying center will probably use all six steps in the buying process dynamicgrapics/Jupiterimages

Page 28: CHAPTER Day 9 BUS 222. Ch 1 -2 Agenda Questions Assignment 2 Corrected – 5 A’s, 5 B’s, 4 C’s, 2 D’s, & 1 F Quiz 1 corrected – 2 A+, 2 A’s, 3 B’s, 3 C’s,

Modified Rebuy

• Purchasing a similar product but changing specifications

• Current vendors have an advantage

RubberBall Productions

Page 29: CHAPTER Day 9 BUS 222. Ch 1 -2 Agenda Questions Assignment 2 Corrected – 5 A’s, 5 B’s, 4 C’s, 2 D’s, & 1 F Quiz 1 corrected – 2 A+, 2 A’s, 3 B’s, 3 C’s,

Straight Rebuys

• Buying additional units or products that have been previously purchased

• Most B2B purchases fall into this category

Ryan McVay/Getty Images

Page 30: CHAPTER Day 9 BUS 222. Ch 1 -2 Agenda Questions Assignment 2 Corrected – 5 A’s, 5 B’s, 4 C’s, 2 D’s, & 1 F Quiz 1 corrected – 2 A+, 2 A’s, 3 B’s, 3 C’s,

Check Yourself

1. What factors affect the B2B buying process?

2. What are the six different buying roles?

3. What is the difference between new buy, rebuy, and modified rebuy?


Language across the curriculum. Communication skills ... › ... · The 4 C’s of CLIL 3 A’s of CLIL ... COGNITION CULTURE (sometimes called Citizenship or Community) The 4 C’s

Language across the curriculum. Communication skills ... › ... · The 4 C’s of CLIL 3 A’s of CLIL ... COGNITION CULTURE (sometimes called Citizenship or Community) The 4 C’s

Transmission Control Protocol (TCP) · processes on site A & B {A’s TCP informs B’s TCP to get approval {A’s TCP and B’s TCP exchange data in both directions ... N = 13, M

Transmission Control Protocol (TCP) · processes on site A & B {A’s TCP informs B’s TCP to get approval {A’s TCP and B’s TCP exchange data in both directions ... N = 13, M

Mostly A’s – Generation X Mostly B’s – Veterans Mostly C’s – Generation Y Mostly D’s – Baby Boomers Quiz.

Mostly A’s – Generation X Mostly B’s – Veterans Mostly C’s – Generation Y Mostly D’s – Baby Boomers Quiz.

When A’s and B’s are C’s and D’s: The effect of the cross ...csjarchive.cogsci.rpi.edu/Proceedings/2003/pdfs/64.pdf · When A’s and B’s are C’s and D’s: The effect

When A’s and B’s are C’s and D’s: The effect of the cross ...csjarchive.cogsci.rpi.edu/Proceedings/2003/pdfs/64.pdf · When A’s and B’s are C’s and D’s: The effect

COS/PSA 413 Day 9. Agenda Questions? Assignment 4 posted Quiz Corrected –3 A’s, 3 B’s, & 3 C’s Lab 3 w rite-ups corrected –7 A’s & 2 B’s –Difference between.

COS/PSA 413 Day 9. Agenda Questions? Assignment 4 posted Quiz Corrected –3 A’s, 3 B’s, & 3 C’s Lab 3 w rite-ups corrected –7 A’s & 2 B’s –Difference between.

a · that A’s share is ` 20 more than B’s and W 20 less than C’s. What is B’s share? A. ` 10 B. ` 15 C. ` 20 D. ` 25 29. In the following table of inverse variation, ... The

a · that A’s share is ` 20 more than B’s and W 20 less than C’s. What is B’s share? A. ` 10 B. ` 15 C. ` 20 D. ` 25 29. In the following table of inverse variation, ... The

1 Prentice Hall, 2003 ELC 200 Day 12. 2 Prentice Hall, 2003 Agenda Questions from last Class? Assignment 3Corrected 4 A’s, 8 B’s and 2 C’s I am not looking.

1 Prentice Hall, 2003 ELC 200 Day 12. 2 Prentice Hall, 2003 Agenda Questions from last Class? Assignment 3Corrected 4 A’s, 8 B’s and 2 C’s I am not looking.

Constitution and - Arizona Community College Athletic ... · Web viewExample: Team A’s record against B and C, Team B’s record against A and C, Team C’s record against A and

Constitution and - Arizona Community College Athletic ... · Web viewExample: Team A’s record against B and C, Team B’s record against A and C, Team C’s record against A and

Bus 411 Day 5 Copyright 2005 Prentice Hall1. Ch 1 -2 Agenda Question? Assignment 1 Corrected 3 A’s, 2 B’s, 3 C’s & 1 D We will be working a collective.

Bus 411 Day 5 Copyright 2005 Prentice Hall1. Ch 1 -2 Agenda Question? Assignment 1 Corrected 3 A’s, 2 B’s, 3 C’s & 1 D We will be working a collective.

What is good writing? How do teachers decide how to grade a writing assignment? Why do some students get A’s on their writing and others get B’s, C’s.

What is good writing? How do teachers decide how to grade a writing assignment? Why do some students get A’s on their writing and others get B’s, C’s.

COS 125 DAY 25. Agenda Assignment #7 Graded 2 A’s, 3 B’s, 2 C’s, 1 D, 2 F’s (late) and 5 non-submit Assignment # 8 Due Today Assignment #9 is posted.

COS 125 DAY 25. Agenda Assignment #7 Graded 2 A’s, 3 B’s, 2 C’s, 1 D, 2 F’s (late) and 5 non-submit Assignment # 8 Due Today Assignment #9 is posted.

ELC 200 Day 12. Agenda Questions? Assignment 3 corrected 6 A’s, 2 B’s, 3 C’s. 1 D and 2 non-submits Assignment 4 is posted Due March 7 @ 9:30 AM

ELC 200 Day 12. Agenda Questions? Assignment 3 corrected 6 A’s, 2 B’s, 3 C’s. 1 D and 2 non-submits Assignment 4 is posted Due March 7 @ 9:30 AM

Huffman Coding - ece.mcmaster.cashirani/multi10/huffman.pdf · • Adaptive Huffman: encode almost all a’s by a single digit. The b’s will be coded by two bits each, c’s and

Huffman Coding - ece.mcmaster.cashirani/multi10/huffman.pdf · • Adaptive Huffman: encode almost all a’s by a single digit. The b’s will be coded by two bits each, c’s and

ELC 200 Day 10. Awad –Electronic Commerce 2/e © 2004 Pearson Prentice Hall 2 Agenda Assignment #3 Corrected –2 A’s, 10 B’s, 3 C’s, 1 D, 2 F’s and 1 non-submit.

ELC 200 Day 10. Awad –Electronic Commerce 2/e © 2004 Pearson Prentice Hall 2 Agenda Assignment #3 Corrected –2 A’s, 10 B’s, 3 C’s, 1 D, 2 F’s and 1 non-submit.

COS 125 Day 17. Agenda Assignment #4 Corrected – 4 A’s, 5 B’s, 3 C’s, and 3 non-submits Assignment #5 Due Exam #3 Corrected – 5 A’s, 5 B’s, 2 C’s, 2 D’s.

COS 125 Day 17. Agenda Assignment #4 Corrected – 4 A’s, 5 B’s, 3 C’s, and 3 non-submits Assignment #5 Due Exam #3 Corrected – 5 A’s, 5 B’s, 2 C’s, 2 D’s.

The A’s and B’s of RTI

The A’s and B’s of RTI

Step(1:(A’s(Ini%al(SYN(Packet · 2 Step(2:(B’s(SYN9ACK(Packet 5 B’s port A’s port B’s Initial Sequence Number A’s ISN plus 1 20 0 Flags Advertised window Checksum Urgent

Step(1:(A’s(Ini%al(SYN(Packet · 2 Step(2:(B’s(SYN9ACK(Packet 5 B’s port A’s port B’s Initial Sequence Number A’s ISN plus 1 20 0 Flags Advertised window Checksum Urgent

Midterm Distribution 31 A’s, 37 B’s, 26 C’s, 21 D’s, 17 F’s.

Midterm Distribution 31 A’s, 37 B’s, 26 C’s, 21 D’s, 17 F’s.

Slide 2.1-2 Chapter 1 Test Mean: 84 Median: 89 Breakdown: 22 A’s 12 B’s 4 C’s 4 D’s 3 F’s Copyright © 2009 Pearson Education, Inc.

Slide 2.1-2 Chapter 1 Test Mean: 84 Median: 89 Breakdown: 22 A’s 12 B’s 4 C’s 4 D’s 3 F’s Copyright © 2009 Pearson Education, Inc.

ELC 347 DAY 5. Agenda Questions Assignment # 1Corrected 2 A’s, 1 B and 2 C’s Assignment #2 Corrected 2 A’s, 1 B and 2 non-submits Exam #1 (next Class)

ELC 347 DAY 5. Agenda Questions Assignment # 1Corrected 2 A’s, 1 B and 2 C’s Assignment #2 Corrected 2 A’s, 1 B and 2 non-submits Exam #1 (next Class)