Decision Processes (Ignite)

20
Decision Processes Alyssa Holt, Team Spark Managerial Marketing February 20, 2011

description

Slide set 2 of Team Spark: Decision Processes: Buying Situations, The Buying Center, Buying Phases.

Transcript of Decision Processes (Ignite)

Page 1: Decision Processes (Ignite)

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.


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