Ama Pcm - Domain 3-2: B-To-B Marketing

Front 1

Buy Classes

Back 1

Three types of buying situations: new buy, modified rebuy, and straight rebuy.

Front 2

Buyers (Purchasing Agents, Purchasing Managers)

Back 2

The person who handles the paperwork of the actual purchase.

Front 3

Buying Center

Back 3

The people in a large organization who are responsible for buying decisions, ranging from purchasing department employees to members of the design team, who share common goals, risks, and knowledge important to a purchase decision.

Front 4

Decider

Back 4

The person who ultimately determines any part of or the entire buying decision -- whether, what, how, or where to buy.

Front 5

Derived Demand

Back 5

The link between consumers' demand for a company's output and the company's purchase of necessary inputs to manufacture or assemble that particular output.

Front 6

Gatekeeper

Back 6

The person who controls information or access to decision makers and influencers.

Front 7

Governmental Units

Back 7

Federal, state, and local agencies that buy goods and services for the constituents they serve.

Front 8

Inelastic Demand

Back 8

Demand that is not significantly altered by a price increase or decrease.

Front 9

Influencer

Back 9

The person whose views influence other members of the buying center in making the final decision.

Front 10

Institutional Markets

Back 10

Organizations with charitable, educational, community, or other non-business goals.

Front 11

Joint Demand

Back 11

Demand involving the use of two or more items in combination to produce a product.

Front 12

Make-Buy Decision

Back 12

Evaluation of whether components and assemblies will be purchased from outside suppliers or built by the company itself.

Front 13

Modified Rebuy

Back 13

The buyer has purchased a similar product in the past but has decided to change some specifications, such as the desired price, quality level, options, etc.

Front 14

New Buy

Back 14

A customer purchases a good or service for the first time. The buying decision is more involved because the buyer does not have any experience with the item.

Front 15

New-Task Purchase

Back 15

An organization's initial purchase of an item to be used to perform a new job or solve a new problem.

Front 16

Organizational Buyers

Back 16

Manufacturers, wholesalers, retailers, and government agencies that buy goods and services for their own use or for resale.

Front 17

Product Specifications

Back 17

A list of requirements given to potential vendors for use in developing their proposal.

Front 18

Reciprocity

Back 18

Industrial buying practice in which two organizations agree to purchase each other's products and services.

Front 19

Resellers

Back 19

Marketing intermediaries that resell manufactured products without significantly altering their form.

Front 20

Reverse Auction

Back 20

A buyer communicates the need for a product or service and would-be suppliers bid in competition with each other. The price goes down as the number of suppliers increases.

Front 21

Straight Rebuy

Back 21

The buyer simply buys additional units of products that had previously been purchased.

Front 22

Traditional Auction

Back 22

A seller puts an item up for sale and would-be buyers bid in competition with each other. The price increases as the number of buyers increases.

Front 23

User

Back 23

The person who consumes or uses the product or service.

Front 24

B2B Buying Process

Back 24

1. Need Recognition
2. Product Specification
3. RFP Process
4. Proposal Analysis and Supplier Selection
5. Order Specification
6. Vendor Performance Assessment Using Metrics

Front 25

Initiator

Back 25

The person who first suggests buying the particular product or service.

Front 26

Organizational Culture

Back 26

Autocratic
Democratic
Consultative
Consensus

Front 27

Sustainable Procurement

Back 27

Aims to integrate environmental considerations into all stages of an organization's buying process with the goal of reducing the negative impact on human health and the physical environment.