Questions
1 What is the role of the buying center at Trek? Who is
likely to comprise the buying center in the decision
to select a new supplier at Trek?
2 What selection criteria does Trek utilize when it selects
a new supplier or evaluates an existing supplier?
3 How has Trek’s interest in the environmental impact
of its business influenced its organizational buying
process?
4 Provide an example of each of the three buying situ
tions-straight rebuy, modified rebuy, and new bu
at Trek.
