Answered: Discuss the nature of the market…

Ciccarelli: Psychology_5 (5th Edition)

5th Edition

ISBN:9780134477961

Author:Saundra K. Ciccarelli, J. Noland White

Publisher:Saundra K. Ciccarelli, J. Noland White

Chapter1: The Science Of Psychology

Section: Chapter Questions

Problem 1TY

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1. Discuss the nature of the market structure and demand for Cisco s products. 2. Given the industries in which Cisco competes, what are the implications for the major types of buying situations? 3. What specific customer benefits likely result from the Cisco products mentioned in the case? 4. Discuss the customer buying process for one of Cisco s products. In what ways does this process differ from the buying process an end user might go through in buying a broadband router for home use? 5. Is the relationship between Cisco s collaborative culture and the products and services it sells something that could work for all companies? Consider this issue for a consumer-products company such as P&G. Perhaps you ve heard of Cisco. It s the company known for those catchy "Human Network" ads. It produces the familiar Linksys wireless Internet routers and owns Pure Digital Technologies, the company that makes the trendy Flip video cameras. But most of what Cisco Systems sells is not for regular consumers like you. Cisco is a tried-and-true business-to-business company. In fact, it earned honors as B to B magazine s 2011 "marketer of the year." Three-quarters of Cisco s sales are in routers, switches, and advanced network technologies-the things that keep the data moving around cyberspace 24/7. But ever since the dot-com bust, Cisco has been pioneering the next generation of networking tools, from cyber-security to set-top boxes to videoconferencing. This story is about muc

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