【正文】 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。 2023 by Harcourt, Inc. 1 ? ? ’s Copyright 169。 2023 by Harcourt, Inc. 1 ? Copyright 169。 2023 by Harcourt, Inc. 1 ? ? ’s ? ’s ’s ? ? Copyright 169。 2023 by Harcourt, Inc. 1 (P) (I) Copyright 169。 2023 by Harcourt, Inc. 1 ( ) Organizational Needs Individual Needs Functional Functional Psychological Psychological Knowledge Knowledge Social Social Situational Situational Copyright 169。 2023 by Harcourt, Inc. 1 ( ) Determination Recognition Initiating the Relationship Description Search and Qualification Proposals Selection of Suppliers Order Routine Developing the Relationship Enhancing the Relationship ? Followup to Assess Customer Satisfaction ? Take Action to Assure Customer Satisfaction ? Encourage Critical Encounters ? Expand Collaborative Involvement ? Add Values and Enhance Mutual Opportunities Copyright 169。 2023 by Harcourt, Inc. 1 ( ) Determination of Item and Quantity Needed Initiating the Relationship ? Gathering and Studying Precall Information ? Approaching and Initiating Contact ? Assessing the Situation and Discovering Needs Copyright 169。 2023 by Harcourt, Inc. 1 ? ? Copyright 169。 2023 by Harcourt, Inc. 1 (1:26) Copyright 169。 2023 by Harcourt, Inc. 1 ? ? ? Copyright 169。 2023 by Harcourt, Inc. 1 ? ? ? ? ? ? () ? () ? Copyright 169。 2023 by Harcourt, Inc. 1 ? ? , 39。 2023 by Harcourt, Inc. 1 ? ? Copyright 169。 2023 by Harcourt, Inc. 1 ? ? ? Copyright 169。 1850s ) ? ? (1800s 。 2023 by Harcourt, Inc. 1 1 Copyright 169。Copyright 169。 2023 by Harcourt, Inc. 1 , , , , J. , . , 2023 Copyright 169。 2023 by Harcourt, Inc. 1 ? ? ? (1700s 。 1900 ) ? ? ? : Copyright 169。 2023 by Harcourt, Inc. 1 $80$242/ Copyright 169。 2023 by Harcourt, Inc. 1 ? ? ? Copyright 169。s ? ? ? a a ? a : Copyright 169。 2023 by Harcourt, Inc. 1 ? ? ? ? ? Copyright 169。 2023 by Harcourt, Inc. 1 ? ? ? ? ? ? ? ? , a ? a Copyright 169。 2023 by Harcourt, Inc. 1 2 Copyright 169。 2023 by Harcourt, Inc. 1 ? ? ? ? ? ? ? Copyright 169。 2023 by Harcourt, Inc. 1 Selection of an Order Routine Evaluation of Proposals And Selection of Suppliers ( ) Acquisition and Analysis of Proposals Initiating the Relationship Developing the Relationship ? Select Presentation ? Explain Features ? Confirm Benefits ? Handle Objections ? Earn and Gain Commitment Search and Qualification Of Potential Sources Description of Item and Quantity Needed Copyright 169。 2023 by Harcourt, Inc. 1 : ( ) Desired State Produce 1,250 units/day Actual State Produce 1,000 units/day The Gap Or Need 250 units/day Copyright 169。 2023 by Harcourt, Inc. 1 Copyright 169。 2023 by Harcourt, Inc. 1 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。 2023 by Harcourt, Inc. 1 Copyright 169。 2023 by Harcourt, Inc. 1 ( ) 63% ’ 37% ’ Psychological Attributes “ Del