Purchase Solution

Buying situations

Not what you're looking for?

Ask Custom Question

Imagine you are a salesperson for a company that sells office supplies to buyers in different buying situations. Briefly develop three scenarios that illustrate each of the three situations.

Kotler, P. (2003). Marketing Management, 11/E. Prentice Hall. Chapters 8,9, and 10, Pages 215-306. LEVEL - MBA

Purchase this Solution
Solution Summary

Imagine you are a salesperson for a company that sells office supplies to buyers in different buying situations. Briefly develop three scenarios that illustrate each of the three situations.

Solution Preview

Buying situations that are distinguished on four characteristics: newness to decision makers, number of alternatives to be considered, uncertainty inherent in the buying situation, and the amount of information needed for making a buying decision. There are three buy classes: new task purchase, modified rebuy, and straight rebuy. A new task purchase is a problem or requirement that has not arisen before such that the buying center does not have any relevant experience with the product or service. A modified rebuy is a situation such that the buying center ...

Solution provided by:
Sandeep Bardia, MBA
Education
  • BCom, SGTB Khalsa College, University of Delhi
  • MBA, Rochester Institute of Technology
Recent Feedback
  • "Thank you. "
  • "Thank you"
  • "Thank you. I got 20/20 last week for my discussion you help me out with."
  • "Thank you. Great Job. "
  • "Thank you. Great Job. "
Purchase this Solution
Free BrainMass Quizzes
Team Development Strategies

This quiz will assess your knowledge of team-building processes, learning styles, and leadership methods. Team development is essential to creating and maintaining high performing teams.

Organizational Behavior (OB)

The organizational behavior (OB) quiz will help you better understand organizational behavior through the lens of managers including workforce diversity.

Balance Sheet

The Fundamental Classified Balance Sheet. What to know to make it easy.

Business Ethics Awareness Strategy

This quiz is designed to assess your current ability for determining the characteristics of ethical behavior. It is essential that leaders, managers, and employees are able to distinguish between positive and negative ethical behavior. The quicker you assess a person's ethical tendency, the awareness empowers you to develop a strategy on how to interact with them.

Marketing Management Philosophies Quiz

A test on how well a student understands the basic assumptions of marketers on buyers that will form a basis of their marketing strategies.

View More Free Quizzes
Related BrainMass Solutions

  • Buying vs. Renting or Leasing

    If in some situations it makes financial sense for a consumer to lease a car, why does it make sense for a dealer to lease the car to the consumer? 3. Much like many businesses, consumers are faced with buying or leasing their cars.

  • Internal Influences

    These situations are also outside of their control. Examples of these purchase situations include emotional state, time constraints, or physical environment.

  • Family Orientation: Marketing or Other?

    A direct influence on everyday buying behavior is the family of procreation including spouse and children (Kotler, 2007). Family decision making is focused on husband, wife and child dominance in different situations and in joint decision making.

  • E16-8, Heath Cosmetics Exercise

    E16-8 Presented below are two independent situations. 1) Heath Cosmetics acquired 15% of 200,000 shares of common stock of Van Fashion at a total cost of $13 per share on March 18, 2010.

  • Graphing Arrests and Making Decisions

    This explains how to use the slope of a graph to make decisions in real-life situations.

  • Contract Types in Project Management

    Contract Types The APDC includes several situations and it should use different type of contract according the situations. Following are the situations and best suitable contract for these situations - 1.

  • Business to Business Buying Behavior

    The buying behavior, buying situations and situational factors are organizational factors influencing an organization (Organizational buying behaviour, n.d).

  • Quality Improvement Paper for Toyota Motor Corporation

    Contract Types The APDC includes several situations and it should use different type of contract according the situations. Following are the situations and best suitable contract for these situations - 1.

  • Personal and Psychological Factors in Consumerism

    Some situations are high involvement. That is, when a need arises a consumer decides to actively collect and evaluate information about a purchase. This type of purchase includes all five stages of the buying process.

View More Related Solutions