Environmental Influences
Are environmental influences internal or external to the company?
What is external
What company has the following objective: to bring inspiration and innovation to every athlete in the world
What is Nike
What is meant by an interpersonal factor in the B2B Decision Buying process?
What is relationships among people in the buying center
There are six individual factors that influence the buying process. Name two of those individual factors.
What is age, educational level, personality, tenure, position in organization, and employee's negotiating style
First Step in B2B Buying Decision
What is recognize problem
What is raw milk
What did Nike's budget restraints result from?
What is declining sales, inventory issues, and a shift in consumer spending
Using avoidance to handle a conflict is useful in what situation?
What is a small dispute you don't care about
What is tenure?
What is how long you have been working for a company
Second step in B2B Buying Decision
What is develop specifications to solve problem
What advice did Mike Jones, the CEO of Resound, give to businesses regarding the external force of competitors?
What is focus on your own identity, own your own brand and culture
What organizational factor, out of the 4 organizational factors, did Helen Parker, Purchasing Manager, for Jaguar Range Rovers, represent?
Size of Buying Center
What is accommodating when handling a conflict?
What is realizing something is more important to the other person than it is to you
Name two of the five main characteristics of personality traits, according to the theory of the Big Five personality traits.
What is open, conscientious, extravert, agreeable, and neurotic
Third step in B2B Buying Decision
What is search for and evaluate possible products and suppliers
Henry Siu, from the Vancouver School of Economics, discussed what type of environmental influence on businesses?
What is technological influences
Name 2 components of Nike's purchasing policy.
What is prioritize responsible sourcing, worker rights, environmental protection, and quality assurance, encompassing everything from supplier relationships to product safety and sustainability
Why is dominating as a means for solving conflicts not recommended?
What is because it is bullying and mean
Which personality trait of the Five Big personality traits is concerned about the seriousness of being stranded on an island, is prepared by saving a survival kit, and organizes everyone to look for needed items, such as freshwater and food?
What is conscientious
Fourth step in B2B Buying Decision Process
What is select product and supplier and order product
Erin Meyer, the author of The Culture Map, was raised in a monocultural setting. Where was this monocultural setting located?
What is the state of Minnesota, the midwest of the US.
Name the four organizational factors that influence the B2B Buying Decision Process.
A Company's objective, A Company's purchasing policies, Resources (budget constraints), and Size of buying center
What is the gold standard of conflict management?
What is collaboration
A scene from what movie illustrated an individual influence of a different negotiating style and also an interpersonal factor of conflict resolution - bullying?
What is Up in the Air
Fifth step in B2B Decision Buying Process
What is evaluate product and supplier performance