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Consumer Behavior JONATHAN MARIN CANTE A01730487 - Coggle Diagram
Consumer Behavior
JONATHAN MARIN CANTE
A01730487
Types of Buyers
Manufacturers
OEM (Original Equipment Manufacturers)
End User
MRO
Services
Capital Equipment
Resellers B2B
Distributors
Retailers
Government Agencies
Institutions
End Users
B2C
Purchasing process
Recognition of a need
Definition of the product type needed
Development of detailes specifications
Search for qualified suppliers
Acquisition and analysis of proposals
Evaluation of proposals and selection of supplier
Order placement and receipt
Evaluation of product performance
Types of distribution
Intensive
Penetrate the market
As many outlets as possible
No cap stores or locations
Selective
Specific Locations
Limited Number of sales
Target Consumer
Exclusive
High-end and Exclusive Brands
Limited Outlets
Particular locations
Types of decision makers
Users
Initiators
Authority to start the purchasing process
Influencers
Gatekeepers
Guard the gate
Deciders
Supply Chain Management
Managing Inventory
Logistics
Inventory
Supplier evaluation
Just in time
Automatic Replenishment
EDI: Electronic data interchange
Supplier relationship Management
Legal Considerations
Binding
FCPA
Communication Floiw
The sender (Seller) encodes a message
Effective verbal messages
Active Listening
80/20Rule
Clarifying
Summarizing
Tolerating Silences
Ideas being communicating
Note Taking
Send recap
Non-Verbal communication
Body movement
Facial Expressions
Physical space
Appearance
Verbal communication
Choice of words
Cultural Awareness
Power Distance
Masculine vs Femenine
Individual vs Collective
Uncertainty avoidance
Long term vs Short term
Indulgence vs restraint
Preferred Pronouns
Avoid Clichés
Voice
Tone
Inflection
Articulation
Stories
Word picture
Analogy
Use technology
Telephone & VoiceMail
Email and text messaging
Social Media