AARON CHARTER - I'm All About You

There's somethin' that
I've got to say
You're always with me
Even though, you're far away
Talkin to you on my cell
Just the sound of your voice
Makes my heart melt
Oh girl, well it's true

I'm all about you
I'm all about us
No baby, you never have
To question my love

And every night
There's a new crowd
But it's always you
That I'm singing about
There is only one these words
Are going out to
Oh girl, I'm all about you

I know you worry sometimes,
Some other girl will make me forget you're mine
There's not a doubt in this world
That anyone could take the
Place of my number one girl

It's true
I'm all about you
I'm all about us
No, baby, you never have
To question my love

And every night
There's a new crowd
But it's always you
That I'm singing about
There is only one these words
Are going out to

Oh girl, I'm all about you
When i close my eyes i can see you
It's like your right here
And this feeling's only gettin' stronger
You're with me everywhere

I'm all about you
I'm all about us
No, baby, you never have
To question my love

And every night
There's a new crowd
But it's always you
That I'm singing about
There is only one these words
Are goin' out to

Oh girl, I'm all about you
I'm all about you
I'm all about you
I'm all about you
I'm all about you...

The Sheth Model of Industrial Buyer Behaviour

Professor Jagdish N Sheth developed the Sheth model in 1973. This model, show in Fig.3.4, emphasizes the joint decision-making by two or more individuals, and the psychological aspects of the decision making individuals in the industrial buying behaviour.

The model includes three components and situational factors, which determine the choice a supplier or a brand in the buying decision making process in an organization. The differences among the individual buyers expectations (Component 1) are caused by the factors, such as (a) the background of individuals, (b) their information sources, (c) active search, (d) perceptual distortion, and (e) satisfaction with past purchases.

The background of individuals depend upon their education, role in the organization, and life style. The factor perceptual distortion means the extent to which each individual participant modifies information to make it consistent with his existing beliefs and previous experiences. It is difficult to measure perceptual distortion, although techniques such as factor analysis and perceptual mapping are available for this purpose.

In component (2), show in Fig 3.4, there are six variables which determine whether the buying decisions are autonomous (i.e.single individual) or joint (i.e.two or more individuals). According to the Sheth Model, larger the size of the organization and higher the degree of decentralization, more will be the possibilities of joint-decision making.

The component (3) in the model indicates the methods used for conflict resolution in joint-decision making process. Problem-solving and persuasion methods are used when there is an agreement about the organizational objectives. If there is no such agreement, bargaining takes place. Conflict about the style of decision making is resolved by politicking.

Situation factors can be varied like economic conditions, labour disputes, mergers ands acquisitions. The model does not explain their influence on the buying process.

Elements of an Invitation for Bids

1. The Introduction
2. General information
3. Description of the goods or services to be procured
4. The minimum qualifications of a vendor
5. Contractual terms and conditions
6. Minimum standards of a bid
7. Required elements of a bid
8. Submittal requirements
9. Evaluation criteria

Source :
http://www.albemarle.org/upload/images/forms_center/departments/county_attorney/forms/Purchasing_Manual_Chapter06_Bidding_Elements.pdf

The Webster and Wind Model of Organizational Buying Behaviour

This is quite a comprehensive model. It considers four sets of variables which affect the buying-decision making process in a firm. These are environmental, organizational, buying center, and individual.

The environmental variables include (a) physical, (b) technological, (c) economic, (d) political, (e) legal, (f) labour unions, (g) cultural, (h) customer demands, (i) competition, and (j) supplier information. For example, in a recessionary economic condition, industrial firms minimize the quantity of items purchased. The environmental factors influence the buying decisions of individual organizations.

The organizational variables include (a) objectives, (b) goals, (c) organization structure, (d) purchasing policies and procedures, (e) degree of centralization in purchasing, and (f) evaluation and reward system. These variables particularly influence the composition and functioning of the buying centre, and also, the degree of centralization or decentralization in the purchasing function in the buying organization.

The functioning of buying centre is influenced by the organizational variables, the environmental variables, and the individuals variables. The output of the group decision-making process of the buying centre includes solutions to the buying problems of the organization and also the satisfaction of personal goals of individual members of the buying centre.

The strengths of the model, developed in 1972, are that it is comprehensive, generally applicable, analitytical, and that it identifies many key variables which could be considered while developing marketing strategies by industrial marketers. However, the model is weak in explaining the specific influence of the key varioables.

SEKOLAH PASAR MODAL 2010

Tahun ini BEI kembali mengadakan Sekolah Pasar Modal. Program ini dimulai tanggal 3 Maret 2010. Peserta pelatihan terdiri dari kaum pengusaha, kaum eksekutif, akademisi, kelompok ibu-ibu arisan, calon pensiunan dan masyarakat umum lainnya, diutamakan yang belum pernah menjadi investor Pasar Modal.


Bagi yang berminat klik aja di
http://sekolahpasarmodal.idx.co.id/
GRATISS.......

MODELS OF ORGANISATIONAL BUYING BEHAVIOUR

Industrial (or business) buyers are influenced by many factors when they make buying decisions. Generally, business buyers are influenced by organizational factors or task-oriented objectives (like best product quality, or dependable delivery, or lowest price) and personal factors or non-task objectives (like promotion, increments, job security, personal treatment, or favour). When the suppliers proposals are substantially similar, organizational buyers can satisfy organizational objectives with any supplier, and hence personal factors become more important. When suppliers offers differ substantially, industrial buyers pay more attention to organizational factors in order to satisfy the organizational objectives.

There are two models (or frame work) available to provide a comprehensive and integrated picture of the major factors that combine to explain the organizational buying behaviour. These are: (i) The Webster and Winf Model,(ii) The Sheth model.

Identifying Key Members of Buying Centre (or Decision Making Unit) in Buying Organisation.

Top Management Persons
The top management in an industrial organisation consist of managing director, director, president, vice-president or general manager.
They are generally involved in
(a) purchase policy decisions such as diversification into a new product/project
(b) approval of purchase or materials department annual budgets and objectives, and
(c) deciding the guidelines for purchase decisons. For purchases of high value capital equipment, the top management in most firms get involved in the supplier selection, as it may have a major impact on the firm’s operations.

Technical Persons (or Functions)
The technical persons are design engineers, production manager, maintenance mabager, quality control manger, R&D manager, and industrial engineers. They are generally involved in product specification or description, technical evaluation of offers received from suppliers, negotiations with suppliers, performance feedback on products supplied, and so on. They also visit the factories of potential suppliers to gain more information and assurance of manufacturing capability.

Buyers/Purchasers (or Purchase/Materials Department)
Buyers are the persons in the purchase or materials department. They may be senior executives or managers, and also at junior levels, purchase officers or assistants. They are generally involved in most of the phrases or steps of the purchase activities. They coordinate with technical persons, top management, accounts or finance persons within an organization, as well as, with suppliers is considerable. They are conscious of keeping good relations with other decision making members within the organization and also with the suppliers.

Accounts/Finance Persons (or Department)
The contribution of finance/accounts persons are seen while finalizing commercial terms such as modes of payment, issuance of bank guarantees, financial approval of capital purchases, issuing payments to suppliers and so on.

Marketing Function
When a purchase decision has an impact on the marketability of a firm’s product, marketing people become influencers in the buying decision process. For example, a firm manufacturing and marketing electric motors had to change its packing due to damages caused to the product in transportation. This is turn affected the satisfaction level of the customer. The marketing manger insisted that suppliers should use good quality and thicker wood for packing the motors to minimize damage in transit.