Three Buying Situtions

Three Buying Situtions

Questions

1 What is the role of the buying center at Trek? Who is

likely to comprise the buying center in the decision

to select a new supplier at Trek?

2 What selection criteria does Trek utilize when it selects

a new supplier or evaluates an existing supplier?

3 How has Trek’s interest in the environmental impact

of its business influenced its organizational buying

process?

4 Provide an example of each of the three buying situ

tions-straight rebuy, modified rebuy, and new bu

at Trek.

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