Beruflich Dokumente
Kultur Dokumente
Factors
Group members
Kiran Siddiqui
Auroob Irshad Nida Afzal Sadaf Rauf Rubbia Waseem
Buying Objectives
Availability Of The Required Good
Reliability
Consistency
Goals Price
Buying behavior
Organization buying is the decision-making process by which formal organizations establish the need for purchased products and services and identify, evaluate, and choose among alternative brands and suppliers
Technological Levels
Manpower Skills
Political environment
Social Environment Competition
Initiators: those who make request for purchase Users: those who will use the product Influencers: Influence buying decisions, including technical personnel Deciders: decide on product requirements or suppliers Approvers: authorize the proposed actions of deciders or buyers Buyers: have authority to select supplier and arrange purchase terms Gatekeepers: people who have power to prevent sellers or information from reaching members of the buying center.
PURCHASING
a. b.
Commoditization: firm imply that product is commodity & care only about price Multisourcing: firm use several sources & make them compete for shares of companys purchase.
* focus on quality & cost ,long term contracts. * nice relation with suppliers.
Gold-standard customers (quality selling). They want the best performance in terms of product quality, assistance, reliable delivery, and so on.
Strategic-value customers (enterprise selling). They want a fairly permanent solesupplier relationship with your company
Rojhe
14
1.Routine Products: These product have low value and cost to the
customer involves low risk. (e.g. stationary) 2.Leverage Products: These Products have high value and cost to the customer but involves little risk of supply.(e.g. engine piston) 3.Strategic Products: Such products have high value and cost to the customer also involves high risk.(e.g. main frame computers) 4.Bottleneck Products: Such products have low value and cost to the customer but they involve some risk.(e.g. spare parts) Note: purchasing process will vary with different types of products.
Purchasing department upgrading Cross functional roles Centralized purchasing Decentralized purchasing Internet purchasing Long term contracts Purchasing performance evaluation and buyers professional development Lean production
E PRECUREMENT
ELEMENTS WEB BASE enterprise ERP E MRO E SOURCING E TENDERING E REVERSE AUCTIONS E INFORMING
Organizational Markets
ADVANTAGES Improved management information across all areas of purchasing Instant access to catalogs and products Improved transparency and interoperability Standardized and streamlined purchasing practices Budget visibility and control Supplier bills paid on time Reduction in paperwork and duplicated records Centrally-managed contracts Faster procurement Improved methods of spending and performance measurement and analysis Lower overhead and marketing costs for vendors
Organizational Markets
DIS ADVANTAGES Human or system errors in orders Software and systems that don't meet companies' needs Lack of vendor support for e-commerce Generation and maintenance of product information Inadequate search capabilities Tendency to use one e-procurement system or process (e.g., reverse auctions) for all areas The need for internal culture change so employees will use the new system Training costs Potential change in suppliers or available goods
Organizational Markets
ORGANIZATIONAL MARKETS
All the individuals and companies who purchase goods and services for some use other than personal consumption