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12 Cards in this Set

  • Front
  • Back
business marketing
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
types of organizational buyers
1. industrial
2. reseller
3. government markets
NAICS classification system
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
Buying decision process for organizations
1. problem recognition
2. information search
3. alternative evaluation
4. purchase decision
5. post purchase behavior
characteristics of organizational buying
market characterstics-demand
product or service-technical or specific
buying process-negotiationn online purchases
marketing mix-direct selling, adv., prices
derived demand
the demand for industrial products and services is driven by or derived from demand for consumer products and services
organizational buying criteria
are the ojb attributes of the supplier's products and services and the cpabilities of the supplier itself.(7 criteria)
3 types of buying situations
straight rebuy
modified rebuy
new buy
buying center
the group of people in an organization who particiapte in the buying process and share common goals risks, and knowledge important to purchase decisions
roles in buying center
users, influencers, buyers, deciders, and gatekeepers
traditional auction
a seller puts an item up for sale and would be buyers are invited to bid in competition with each other
reverse auction
a buyer communicates a need for a product or service and would be suppliers are invited to bid in competition with each other.