【正文】 by Harcourt, Inc. 1 Phase Five Acquisition and Analysis of Proposals Evaluating Suppliers and Products MultiAttribute Model – Assessment of Product or Supplier Performance (P) – Assessing the Relative Importance of Each Characteristic (I) Copyright 169。 2022 by Harcourt, Inc. 1 Phase Five Acquisition and Analysis of Proposals MultiAttribute Model of Adhesives by GM Buyers E xh i b i t 2 .5W e i g h te d A v e r a g e s fo r P e r fo r m a n c e a n d O v e r a l l Ev a l u a ti o n S c o r e sC h a r a c t e r i s t i c s B o n d I t 3 0 2 A d C o 4 5 S ti k F a s t 2 1 7P I P* I P I P* I P I P* IQ u o t e d Pr i c e 5 10 50 9 10 90 7 10 70D u r a b i l i t y 6 9 54 8 9 72 9 9 81E a s e o f A p p l i c a t i o n 10 8 80 5 8 40 8 8 64S e r v i c e F a c t o r s 5 8 40 8 8 64 10 8 80R e l i a b i l i t y 8 7 56 10 7 70 5 7 35B o n d i n g T i m e 8 6 48 6 6 36 4 6 24N o n T o x i c 8 6 48 10 6 60 8 6 48S h e l f l i f e i n S t o r a g e 9 6 54 6 6 36 6 6 36O v e r a l l Ev a l u a ti o n S c o r e 430 468 438 P = Pr o d u c t Pe r f o r m a n c e S c o r e s I = R e l a t i v e I m p o r t a nc e o f C ha r a c t e r i s t i cCopyright 169。 2022 by Harcourt, Inc. 1 Phase Five Acquisition and Analysis of Proposals Employing Buyer Evaluation Procedures to Enhance Selling Strategies ? Modify the Product Offering Being Proposed ? Alter the Buyer’s Beliefs about the Proposed Offering ? Alter the Buyer’s Beliefs about the Competitor’s Offering ? Alter the Importance Weights ? Call Attention to Neglected Attributes Copyright 169。 2022 by Harcourt, Inc. 1 Phase Six Evaluation of Proposals and Selection of Supplier Phase Seven Selection of Order Routine Phase Eight Performance Evaluation and Feedback Copyright 169。 2022 by Harcourt, Inc. 1 Phase Eight Performance Evaluation and Feedback ? Understanding PostPurchase Evaluation and the Formation of Satisfaction Copyright 169。 2022 by Harcourt, Inc. 1 (Figure ) Complex Mix of Business Buyer Needs Buyers Level of Satisfaction 63% Level of Influence On Buyers’ Satisfaction 37% Level of Influence On Buyers’ Satisfaction Psychological Attributes “ Delighters‖ Functional Attributes “ MustHaves‖ Copyright 169。 2022 by Harcourt, Inc. 1 Phase Eight Performance Evaluation and Feedback ? Understanding PostPurchase Evaluation and the Formation of Satisfaction ? The Growing Importance of Salespeople in Buyer’s PostPurchase Evaluation Copyright 169。 2022 by Harcourt, Inc. 1 Types of Purchasing Decisions Buying Situation ? Straight Rebuy Buying Situation – Routinized Response Behavior ? Modified Rebuy Buying Situation – Limited Problem Solving ? New Task Buying Situation – Extensive Problem Solving Copyright 169。 2022 by Harcourt, Inc. 1 Types of Purchasing Decisions Three Types of Buying Decisions (Exhibit ) D EC I SI O N T Y PEN e w n e s s o f P r o b l e m o r N e e dI n f o r m a t i o n R e q u i r e m e n t sI n f o r m a t i o n S e a r c hC o n s i d e r a t i o n o f N e w A l t e r n a t i v e sM u l t i p l e B u y i n g I n f l u e n c eF i n a n c i a l R i s k sCopyright 169。 2022 by Harcourt, Inc. 1 Types of Purchasing Decisions Three Types of Buying Decisions (Exhibit ) D EC I SI O N T Y PES t r a i g h t R e b u yN e w n e s s o f P r o b l e m o r N e e d LowI n f o r m a t i o n R e q u i r e m e n t s M i ni m a lI n f o r m a t i o n S e a r c h M i ni m a lC o n s i d e r a t i o n o f N e w A l t e r n a t i v e s N oneM u l t i p l e B u y i n g I n f l u e n c e V e r y S m a l lF i n a n c i a l R i s k s LowCopyright 169。 2022 by Harcourt, Inc. 1 Types of Purchasing Decisions Three Types of Buying Decisions (Exhibit ) D EC I SI O N T Y PES t r a i g h t R e b u y M o d i f i e d R e b u yN e w n e s s o f P r o b l e m o r N e e d Low M e di umI n f o r m a t i o n R e q u i r e m e n t s M i ni m a l M ode r a t eI n f o r m a t i o n S e a r c h M i ni m a l Li m i t e dC o n s i d e r a t i o n o f N e w A l t e r n a t i v e s N one Li m i t e dM u l t i p l e B u y i n g I n f l u e n c e V e r y S m a l l M ode r a t eF i n a n c i a l R i s k s Low M ode r a t eCopyright 169。 2022 by Harcourt, Inc. 1 Types of Purchasing Decisions Three Types of Buying Decisions (Exhibit ) D EC I SI O N T Y PES t r a i g h t R e b u y M o d i f i e d R e b u y N e w T a s kN e w n e s s o f P r o b l e m o r N e e d Low M e di um H i ghI n f o r m a t i o n R e q u i r e m e n t s M i ni m a l M ode r a t e M a x i m umI n f o r m a t i o n S e a r c h M i ni m a l Li m i t e d E x t e ns i v eC o n s i d e r a t i o n o f N e w A l t e r n a t i v e s N one Li m i t e d E x t e ns i v eM u l t i p l e B u y i n g I n f l u e n c e V e r y S m a l l M ode r a t e La r geF i n a n c i a l R i s k s Low M ode r a t e H i ghCopyright 169。 2022 by Harcourt, Inc. 1 Organizational Buyer Behavior Buying Center ? Initiators ? Users ? Gatekeepers ? Influencers ? Deciders ? Purchasers Copyright 169。 2022 by Harcourt, Inc. 1 Current Developments in Purchasing ? Increasing Use of Information Technology ? Relationship Emphasis on Cooperation and Collaboration ? Supply Chain Management ? Increased Outsourcing ? Target Pricing ? Increased Importance of Knowledge and Creativity Copyright 169。 2022 by Harcourt, Inc. 1 Module 3 Building Trust Copyright 169。 2022 by Harcourt, Inc. 1 Buyers define trust using terms such as: ? Openness ? Dependability ? Candor ? Honesty ? Confidence ? Security ? Reliability ? Fairness ? Predictability Copyright 169。 2022 by Harcourt, Inc.