Straight Re-buy – routine order –
consumables, office supplies; outside
Suppliers tend to get in on dissatisfac
tion of existing supplier
Modified Rebuy – Modify specs,
Prices, delivery requirements. In-
Suppliers have to protect an account;
Out-suppliers try for an opportunity
New Task – Buy for first time; greater the cost / risk –longer it takes to decide
Pass through stages – awareness, interest, evaluation, trial, adoption.
Includes setting specs, price limits, delivery terms, order qty, acceptable
Suppliers and selected supplier(s). Because of complex selling use of
Dedicated missionary sales force.
Systems Buying and Selling – also called turnkey solutions – key industrial
Marketing strategy in bidding large projects – dams, steel factories etc.