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23 Cards in this Set
- Front
- Back
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business marketing
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marketing of goods/services to companies, govt, or not-for-profit organizations for use in creation of goods/services that they can produce and market to others
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organizational buyers
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manufacturers, wholesales, retailers, and govt. agencies that buy g/s
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industrial firms
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reprocess a product/service they buy b4 selling it again to the next buyer
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resellers
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wholesalers and retailers that buy physical products and resell them again without any reprocessing
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government units
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fed, state, and local agencies that buy g/s for the constituents they serve
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North American Industry Classification System (NAICS)
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provides common industry definitions for Canada, Mexico, and the US, which makes easier the measurement of economic activity in the 3 member countries of NAFTA.
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derived demand
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demand for industrial products and services is driven by, or derived from, demand for consumer products and services
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organizational buying criteria
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objective attributes of the supplier's products and services and the capabilities of the supplier itself
criteria include: price, ability to meet quality specifications and required delivery schedules, technical capability, warranties and claim policies, past performance, and production facilities and capacity |
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ISO 9000
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standards for registration and certification of a manufacturer's quality mgmt and assurance system based on an on-site audit of practices and procedures
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reverse marketing
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build relationships that shape suppliers' products, services, and capabilities to fit a buyer's needs and those of its consumers
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reciprocity
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industrial buying practice in which 2 orgs agree to purchase each other's products and services
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supply partnership
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buyer and supplier adopt mut. beneficial objectives, policies, and procedures for the purpose of lowering the cost/increasing the value of products and services delivered to the ultimate consumer
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buying center
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share common goals, risks, and knowledge impt to a purchase decision
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roles in the buying center:
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users
influencers buyers deciders gatekeepers |
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buy classes
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straight rebuy
modified rebuy new buy |
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organizational buying behavior
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decision making process that orgs use to establish the need for products and services and id, evaluate, and choose among alternative brands and suppliers
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stages in the buying decision process:
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problem recognition
info search alternative eval purchase decision postpurchase behavior |
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make-buy decision
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eval of whether components and assemblies will be purchased from outside suppliers or built by the company itself
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value analysis
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systematic appraisal of the design, quality, and performance of a product to reduce purchasing costs
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bidder's list
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list of firms believed to be qualified to supply a given item
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e-marketplaces
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bring together buyers and supplier organiations
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traditional auction
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seller puts up an item for sale and would-be buyers are invited to bide in competition w/each other
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reverse auction
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buyer communicates a need for a product/service and would-be suppliers are invited to bide in competition w/each other. ends when a single bidder remains and 'wins' the business w/its lowest prices. reduces cost of purchases
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