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BUSI 3313 – MARKETING PRINCIPLESHomework II?SUMMER 2018Name: Saleh Tariq Al sarraf ID :201600384RULES OF HOMEWORK: This is individual work. No group work accepted ?This homework is worth 10% of your grade. ?INCLUDE THIS COVER SHEET WITH YOUR WORK. ?Due date is SUNDAY 29 JULY 2018 beginning of class. ?You must explain your work. Highlights and headlines with no quality information for the ?answer will yield a ZERO. Explain your answers. i. Khalil Mahmoud and his 4 brothers decided to open a furniture factory which they called Mahmoudco Furnishings. Their idea was to purchase cheap wood, cut it, and assemble cheap furniture for sale in the market. Their goal was to become the cheap furniture provider in the region. They decided to open 10 more branches in the major cities in the Kingdom within 3 years. Since Khalil was the older brother, he was made CEO of the company. ii. Mahmoudco Furnishings needed to expand due to increasing business. In order to fulfill their delivery orders, the company decided to buy 3 medium-to-large trucks for pickup and delivery. Questions Important question: go to the Internet. Search the national AND international market for trucks that Mahmoudco Furnishings would buy. To shorten your search, choose among Honda, Toyota, Hyundai/Kia, Nissan, Mitsubishi, OR ANY 3 BRANDS YOU WANT. Go through the 8 steps for business purchase, as it applies to this case. REFER TO THE BOOK FOR MORE DETAILS. Listing the steps gets you a ZERO. You must explain each step as it applies to the case. List criteria you would choose to compare them on, and do it. In the end, tell me which vehicles YOU would choose. ?For the consumer, what kind of decision is this (complex, variety seeking, habitual, dissonance reducing)? Explain your answer. What are the steps the consumer would go through to purchase from Mahmoudco (steps in purchase)? ?Problem recognition:The problem that Mahmoudco Furnishings need to expand, open more breaches and they recognize that they need to purchase three medium-to-large trucks for pickup and delivery, which is internal stimuli, because they want to full fill the demand.General need and description:Mahmoudco need to buy three medium trucks for pickup and delivery, that can deliver furniture to customer. As they mention on the case that their goal to become the cheaper furniture provider in the region. So, they care about all costs, which mean they need a trucks that are cheap.Product Specification,Usually most company has the same characteristics and criteria for delivery and picking up. For Mahmoudco the characteristics they need are clear due to their objective which is to sell furniture with low cost, so their criteria they care about are cost, capacity, fuel consumption, engine, and safety. Mahmoudco have four choices which are: Dodge Ram 5500, Ford F-550, Chevrolet Silverado 5500, and International Terrastar. -6454735025900 Car typeCharacteristic Ram 5500F-550Silverado 5500TerrastarCost $ 39,09558,17051,00045,000Max Towing Capacity 29,600 lb40,00031,00029,000Fuel consumption11.3MPG8.5 MPG9.5 MPG7.0 MPG Engine 6.4L V86.7L V86.6L V86.7L V8They need a trucks with low cost, high towing capacity, low fuel consumption or we could say economic, and high performance engine. I Believe these are the best features or characteristics because company need to sell furniture with lowest cost in the region. So, the higher cost of truck and fuel consumption will lead to higher input, which will lead to increase on the costs of delivery. The higher maximum towing capacity the lower cost of transportation, because the higher capacity the bigger space for products. When it comes to truck engine, the bigger engine the better performance for truck the lower time for delivery. Also, all these types of truck considered as medium truck, which mean they can easily stop anywhere on the city, they would not face problem with the parking, also they would be able to enter the city any time during the day. if Mahmoudco need to reduce the cost they may rethink about number of trucks and reduce the size and buy more trucks. Supplier search:The best trucks for Mahmoudco that have the same features than on their check list are: Dodge Ram 5500, Ford F-550, Silverado 5500, and International Terrastar truck. All these suppliers produce trucks, but each one has different features. Proposal solicitation:It is very important that Mahmoudco ask companies or supplier to write proposal and each supplier will give the best deal that is available. Moreover, usually supplier send proposal with that has better price, guaranty, and service because the company will buy huge amount. For Mahmoudco they have to invite Dodge, Ford, Chevrolet, and Terrastar company representative.Supplier selection: I believe that Dodge has the best trucks, all other suppliers are good but the Ram 5500 is the best between all of them. Dodge has the lowest price between all the trucks, it is maximum towing capacity are good enough but other suppliers are better in the capacity, However, we it comes to consumption of fuel the Ram 5500 has 11.3MPG which is the best consumption between all suppliers. Finally, the engine Ram 5500 has 6.4L V8 which is the good enough that change between them is very small. Order routine specification: Mahmoudco should contact Dodge and ask them for the final price or deal. If they agree on a deal we order from them, three Ram 5500 with the characteristic that we deal with them and color. Performance Review: Which include reviewing supplier performance and did what Mahmoudco order math with expectation. Did Dodge deliver what Mahmoudco ask them, does it have the same features, color, and should we buy from them again in the future!When the decision come to consumer it will be easier than for businesses because for businesses it required all the decision maker to agree in one option, but for customer it is individual decision.Need recognition: At first, customer must recognize their needs. Customer need to purchase furniture for their home, office or whatever with low cost. It is either internal of external stimuli. Internal stimuli, when the induvial recognize that they have to buy new furniture. External stimuli, when induvial see an advertisement or discuss with friend about rmation Search: Which is the step of search of information by asking friend, family, or acquaintances or see an advertisement. The step of gathering information about furniture stores which include search of prices, quality and brands other criteria based on what consumer want. This step take long time because they are huge number furniture stores. Evaluation of alternatives: The third step which is to evaluate alternative brands. For example, evaluate each brand based on the criteria that an induvial set such as: quality, price, and guaranty. Give each choice point then decide which choice is the best. individual have different criteria to evaluate each alternative based in their needs, want, and demand. Purchase Decision:Is step the forth step which after individual evaluate the choices, it comes to selecting of brand. This decision could be affected two factors which are: attitudes of others and unexpected situational factors. Attitudes of others, external factors that change your decision or someone you know that affect your buying decision. Unexpected situational factors, which are factors that are out of individual control. For example, increase in wood prices or decrease on individual salary.Postpurchase Behavior: Buy the product is not the final step. The final step, what did customer feel it is either satisfy of dissatisfy. Customer feeling would be based on their expectation. If their expectation was lower than the actual they will be disappointed. However, if their expectation was the same as the actual they will be satisfied. ................
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