decision processes (ignite)
DESCRIPTION
Slide set 2 of Team Spark: Decision Processes: Buying Situations, The Buying Center, Buying Phases.TRANSCRIPT
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Decision Processes
Alyssa Holt, Team SparkManagerial Marketing
February 20, 2011
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Buying Situations
Participants in a Buying Center
Phases of Decision Making
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1. Straight Rebuy
2. Modified Rebuy
3. New Task
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1. Straight Rebuy
2. Modified Rebuy
3. New Task
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1. Straight Rebuy
2. Modified Rebuy
3. New TaskPurchase
security
system for new
building!
Purchase Xerox
scan-to-email
machines
to replace all
photocopiers.
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UsersInitiators
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InfluencersUsersInitiators
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InfluencersUsersInitiators ApproversDeciders
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GatekeepersBuyersInfluencersUsersInitiators ApproversDeciders
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GatekeepersBuyersInfluencersUsersInitiators ApproversDeciders
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Head north.
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So What?
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Thank You.