Marketing Ch 6

Front 1

business marketing

Back 1

is the marketing of goods and services to companies, governments, or not for profit organizations for use in the creation of goods and services that they can produce and market to others

Front 2

types of organizational buyers

Back 2

1. industrial
2. reseller
3. government markets

Front 3

NAICS classification system

Back 3

north american industry classification system
-provides common industry definitions for Canada, Mexico, and US which makes easier the measurement of economic activity in the 3 member countries

Front 4

Buying decision process for organizations

Back 4

1. problem recognition
2. information search
3. alternative evaluation
4. purchase decision
5. post purchase behavior

Front 5

characteristics of organizational buying

Back 5

market characterstics-demand
product or service-technical or specific
buying process-negotiationn online purchases
marketing mix-direct selling, adv., prices

Front 6

derived demand

Back 6

the demand for industrial products and services is driven by or derived from demand for consumer products and services

Front 7

organizational buying criteria

Back 7

are the ojb attributes of the supplier's products and services and the cpabilities of the supplier itself.(7 criteria)

Front 8

3 types of buying situations

Back 8

straight rebuy
modified rebuy
new buy

Front 9

buying center

Back 9

the group of people in an organization who particiapte in the buying process and share common goals risks, and knowledge important to purchase decisions

Front 10

roles in buying center

Back 10

users, influencers, buyers, deciders, and gatekeepers

Front 11

traditional auction

Back 11

a seller puts an item up for sale and would be buyers are invited to bid in competition with each other

Front 12

reverse auction

Back 12

a buyer communicates a need for a product or service and would be suppliers are invited to bid in competition with each other.