Abstract
This paper proposes the need to rationalize and standardize the buying procedures of a public trading organization. Buying procedures get more sophisticated every time as more products are added to its line and more skilled staff is hired to do the job. They face a huge amount of external data to work with and better analytical method to learn and use. The corporation's growth in organizational complexity accentuates the need for marketing planning to fulfill its marketing objectives. Procurement planning gets more complex with increasing number of marketing mix variables such as product, design, price, cost, place and services. These variables affect buying decisions. A thorough understanding of all the variables and well organized buyer behavior attract good suppliers. Finally, alternative course of action to make efficient use of samples and technical specifications in making better buying decisions is highlighted. This paper is produced after an explanatory study of the Ethiopian Import and Export corporation.
Published Version
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