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Basic Marketing, 10th Canadian Edition
Basic Marketing: A Global Managerial Approach, 10/e
Stanley J. Shapiro
Kenneth B. Wong, Queens School of Business
William D. Perreault, University of North Carolina
E. Jerome McCarthy, Michigan State University
The Buying Behaviour of Business and Organizational Customers

Web Research Questions



1

Visit http://www.merx.cebra.comCanada's official electronic tendering service for government contracts. Pretend you are an HVAC contractor (providing heating, ventilation, and air conditioning installation and services). See how many HVAC opportunities you can find with Canadian governments. Describe in general terms what the government bidding process is like.
 
2

The purchasing agent or manager (sometimes also referred to as a buyer) is a key decision maker in business-to-business marketing. Visit the Purchasing Agent Web site at http://www.purchasingagent.com/. Follow some of the links from this site to others. Write a short essay explaining how this site could help both purchasers and vendors. Read more about the purchasing function on page 192 (Professional buyers).
 
3

Some businesses allow their business customers to customize their orders using the Internet. Others provide online service and product support. Visit Dell Computer at http://www.dell.com/business/index.htm and Sun Microsystems at http://www.sun.com/service/online/other.htm. Write a short essay evaluating these services. Would they make life easier for a purchasing agent, or the end user, making them more likely to choose these companies? How would you compare such online services to similar services offered by telephone? See Internet Insite 7-1 on page 199 for more links.
 
4

Nowadays companies can purchase services that in the past could only be provided internally. Visit Consumer Impact Marketing's Web site at http://www.consumerimpact.com/home.asp. List the outsourced services that are offered. Which are marketing-related and which are other services?
 




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