Case:
The buying team at Toyota has recently selected an alternative supplier for off-road tires, after identifying a need to increase their tires' performance.
Toyota had begun hearing complaints from customers that the tires were not working well on their all-wheel drive vehicles, and Toyota's own tests showed below par off-road performance. Toyota decided it was time to seek a new tire supplier. Working onsite with vendors, Toyota drew up a list of specifications describing the size and type of tires they needed. An RFP was posted on the website, publishing the product specifications and inviting producers to bid on supplying the tires. Once all proposals were in, Toyota narrowed the field of potential suppliers down to three, ensuring continued competition among the bidders, and finally selected Goodyear because it offered the best combination of benefits. Goodyear received an order including a detailed description of the tires, the quantity needed, the price, the delivery date, and penalties for failure to deliver on any of these fronts. A few months later, the buying team at Toyota evaluated Goodyear's performance on key issues such as off-road performance and on-time delivery.
Write each step of the B2B buying process in the top row to its proper sequence in the chart. Finally, write each action from the bottom row to the step that best represents that action in the B2B buying process.
Vendor Order Product Need RFP Proposal
Performance Specification Specification Recognition Process Analysis
Assessment Negotiations
Selection
Defined off-road Awarded scores Became aware Specified
performance specifications to Goodyear on of poor tire number of tires
and sizes of tires needed key issues performance needed and
delivery schedules
Invited vendors to bid via website
Answers: 2
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Case:
The buying team at Toyota has recently selected an alternative supplier for off-road tires, a...
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