WGU D077 Concepts in Marketing, Sales, and Customer Contact Module 9

factors that contribute to B2B purchase decisions

interpersonal, organizational, and environmental

straight rebuy

An organization reorders a product or service without modifications

modified rebuy

An organization reorders a product or service with modifications

new task

A buying situation where an organization considers buying a product or service for the first time

buying center

Group of decision makers for a purchase by an organization

Initiators

Those who suggest purchasing a product or service

Influencers

Those who try to affect the outcome decision with their opinions

Deciders

those who have the final decision

Buyers

those who are responsible for the contract

End users

users of the item being purchased

Gatekeepers

those who control the flow of information

phases of negotiation

investigation, determining your desired outcome, presentation, bargaining, and closure

distributive view

Win-lose negotiation that sees the situation as a fixed pie to be divided

integrative approach

Win-win negotiation that looks for ways to expand the pie so each party gets more

Inductive approach

Start with details

Deductive approach

Start with the big picture

Mixed approach

Focus on key details and big picture items

Dual Concern Model

Maps five styles of handling conflict on a grid according to their degree of cooperation or assertivenes