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Essentials Of Marketing, 9/e
William D. Perreault, University of North Carolina at Chapel Hill

Business and organizational customers and their buying behavior

Video Concept Case - Land's End

Watch the video for each concept case. Given the following terms, fill in the blanks for Questions 1 - 6.

modified rebuyvendor analysisbusiness and organizational customer
new task buyingopen to buybuying center
negotiated contract buyingstraight re-buy



1

Video 6-1 (605.0K) Land’s End purchases a large variety of goods for resale or to produce products for resale. This makes Land’s End a .
2

Video 6-2 (686.0K) Sometimes Land’s End may change the specifications or total requirements over time, but can’t fix all the details in advance. Then the relationship with their vendor may involve .
3

Video 6-3 (1234.0K) Land’s End uses a to order boxes from their supplier. This saves them both time and money.
4

Video 6-4 (761.0K) Changing the design or material of the shirt could impact the manufacturing process and the cost. Thus, the purchase needs to be re-examined, and perhaps even find new suppliers. Here, Land’s End is employing a .
5

Video 6-5 (1263.0K) Land’s End recently introduced men’s suits to their catalog. Part of this includes a .
6

Video 6-6 (549.0K) Land’s End uses an policy where its team of buyers can buy any product from any vendor as long as it matches the overall strategy for the season. The designers and the buyers together are a .




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