產(chǎn)業(yè)市場和產(chǎn)業(yè)購買行為(編輯修改稿)
2025-02-04 05:09 本頁面
【文章內(nèi)容簡介】 ? 競爭趨勢 ? 文化習(xí)俗 ? Economic trends ? Supply conditions ? Technological change ? Regulatory and political environments ? Competitive developments ? Culture and customs 12 Organizational 組織因素 ? 目標 ? 政策 ? 步驟 ? 組織結(jié)構(gòu) ? 系統(tǒng) ? Objectives ? Policies ? Procedures ? Organizational structure ? Systems 13 Interpersonal 人際因素 ? 權(quán)力 ? 地位 ? 趨向 ? 說服力 ? Authority ? Status ? Empathy ? Persuasiveness 14 Individual 個人因素 ? 威信 ? 年齡 ? 教育 ? 職位 ? 個性 ? 風(fēng)險態(tài)度 ? Authority ? Age ? Education ? Job position ? Personality ? Risk attitudes 15 Business Buying Process 產(chǎn)業(yè)購買過程 ? Eight Stages: ? Stage 1: Problem Recognition ? Stage 2: General Need Description ? Stage 3: Product Specification ? Value analysis helps to reduce costs ? Stage 4: Supplier Search ? Supplier development ? 八個階段 ? 階段一：確認需求 ? 階段二：描述基本需求 ? 階段三：確定產(chǎn)生性能 ?價值分析可以幫助降低成本 ? 階段四：尋求供應(yīng)商 ?發(fā)展供應(yīng)商 16 Business Buying Process 產(chǎn)業(yè)購買過程 ? Eight Stages: ? Stage 5: Proposal Solicitation ? Stage 6: Supplier Selection ? Stage 7: OrderRoutine Specification ? Blanket contracts are often used for maintenance, repair and operating items. ? Stage 8: Performance Review ? 八個階段： ? 階段五：提出方案 ? 階段六：選擇供應(yīng)商 ? 階段七：制定常規(guī)訂貨手續(xù) ?經(jīng)常用一攬子合同來維持、修理和操作 ? 階段八：檢查運行情況 17 Business Buying Process 產(chǎn)業(yè)購買過程 ? Business Buying on the Inter ? Eprocurement is growing rapidly. ? Reverse auctions account for much of the online purchasing activity. ? Eprocurement offers many benefits: ? Access to new suppliers ? Lower purchasing costs ? Quicker order processing and delivery ? 互聯(lián)網(wǎng)上的產(chǎn)業(yè)購買 ? 數(shù)碼采購正在快速增長 ? 反向拍賣占在線購買行為的大部分 ? 數(shù)碼采購有許多好處： ?接近新供應(yīng)商 ?低采購成本 ?理快的訂貨與交貨進程 18 Institutional and Government Markets
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