1. How institutional buyers and government agencies do their
buying
2. DMU First of all They form a DMU a decision making unit or
in plain language; a committee that draws up a list of wants and
needs
3. On Contract basis Then They asks suppliers to submit bids
and often Award the contract to the lowest bidder
4. Based on Quality and Reputation In some cases, they will
make allowance for superior quality or a reputation for completing
contracts on time
5. Online Now a days Web-based catalogs are there that allow
authorized defense and civilian agencies to buy everything from
medical and office supplies to clothing online
6. Summary The institutional market consists of schools,
hospitals, nursing homes, prisons, and other institutions that
provide goods and services to people in their care. Buyers for
government organizations tend to require a great deal of paperwork
from their vendors and to favor open bidding and domestic
companies. Suppliers must be prepared to adapt their offers to the
special needs and procedures found in institutional and government
markets
7. Credit KOTLER, P. & KELLER, K. 2011. Marketing
Management 14th Edition,Upper Saddle River, NJ, Prentice Hall(With
due thanks to the owners of Photographs)
