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NARRATIVE ANAYLYSIS OF B2B PURCHASING

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The marketing and R&D departments had regular conferences and brainstorming to determine the right seller for the equipment we needed. Fnally, tp management made a decision about the different opinions and suggestions provided by the purchasing team. Te choice was narrowed down to two firms which could give us what we needed for our manufacturing plants. Ater further discussion and brainstorming between R&D, mrketing, ad the IT departments, w finally made our choice – the Matsushita Company of Japan. W had regular communication with Matsushita Company, aglobal firm plant machineries, rbotics, mchines and engines.

Cmmunication in this purchase was made easy for the parties involved as we used computer-mediated communications (CMC) which is now a common practice in business-to-business sales processes to enhance the effectiveness and efficiency of the sales process. W used emails, te Internet and extranet for fast and effective communication among the personnel involved in the purchase. Cmputer-mediated communication enhances the flow of the volumes of information involved in the business transactions. (ano, Bles, &Bean, 2005, pThe people involved in the negotiation were the personnel of the marketing and the IT departments.

Vrious topics were discussed during the initial stages of the negotiation. Te seller would provide the product including maintenance and repair services, dlivery of spare parts, epert services, ad field services. Te delivery and installation of the robots and machinery were completed in two months’ time and became operational after another two months. Cose coordination was conducted between our IT personnel, wrkers, ad the seller’s engineers and IT technicians. Taining and orientation of our workers was part of the contract this managed by the seller’s working staff composed of engineers and experts on robotics and software to command the robots and machinery.

I was agreed that the product did not just include the physical or tangible product, bt also spare parts, dcumentation, ad maintenance tools. Aong with these are the services that should be provided to support the product, sch as spare/warranty parts and maintenance tools. Tese services should be provided to overcome any weaknesses due to design constraints. Mintenance includes. ..

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