Marketing Ch 6

Front 1

3 things that marketers use to measure internet success

Back 1

recency, frequency, monetary value

Front 2

strategic alliance

Back 2

cooperation agreement between business firms

Front 3

examples of strategic alliances

Back 3

licensing or distribution agreements, joint ventures, partnerships

Front 4

keiretsu

Back 4

a network on interlocking corporate affiliates

Front 5

amae

Back 5

feeling of concern for and dependence upon another

Front 6

4 categories of business customers

Back 6

producers, resellers, governments, and institutions

Front 7

producers

Back 7

construction, manufacturing, finance, transportation- often called original equipment manufacturers (OEMS)

Front 8

OEMs

Back 8

all individuals and organizations that buy business goods and incorporate them into the products they produce for eventual sale

Front 9

resellers

Back 9

businesses that buy finished goods and resell them for a profit

Front 10

north american industry classification system (NAICS)

Back 10

industry classification system for North american business establishments- if a supplier understands the needs of a few firms in a classification then those requirements can be projected for all firms in that cateogry

Front 11

4 types of demand

Back 11

derived, inelastic, joint, fluctuating

Front 12

derived demand

Back 12

demand for business products- business marketers must monitor demand patterns and preferences

Front 13

inelastic demand

Back 13

demand for business products is inelastic- the price doesn't affect the demand

Front 14

disadvantage of businesses having fewers customers

Back 14

each customer is crucial to the business- often is the U.S. governemnt in many businesses

Front 15

types of negotiations

Back 15

product specifications, delivery dates, payment terms, other pricing matters

Front 16

categories of business products

Back 16

Major equipement, accessory equipment, raw materials, component parts, processed materials, supplies, and business services

Front 17

diff betweeen major equipment and accessory equipment

Back 17

major equipment includes capial goods and is often depreciated over time- accessory equipment is less expensive and shorter lived- often more standardized and bought by more customers- advertising is a more vital promotional tool for accessory equipment

Front 18

who sets the price for raw materials- wat time of promotion is used

Back 18

many small sellers of raw materials so they cant really influence price or supply- the market sets the price, promotion is personal selling mainly

Front 19

component parts

Back 19

either finished items ready for assembly or products that need little processing- two important markets are original equipment manufacturer and replacement market

Front 20

diff between raw and processed materials

Back 20

have had some processing (steel, chemicals, lumber, plastics)- usually bought according to customer specifications or industry standard, raw materials are unprocessed (wheat, corn, fruits, veggies)

Front 21

MRO items

Back 21

supplies fall in either the maintenance, repair, or operating categories- competition is intense

Front 22

business services

Back 22

expense items taht don't become part of final product- janitorial, advertising, legal, marketing research

Front 23

5 aspects of business buying behavior

Back 23

buying centers, evaluative criteria, buying situations, business ethics, and customer service

Front 24

roles in the buying center

Back 24

initiator, influencers/evaluators, gatekeepers, decider, purchaser, users

Front 25

3 criteria for evaluating products and suppliers

Back 25

quality, service, price

Front 26

new buy

Back 26

sit. requiring the purchase of a product for the first time

Front 27

modified rebuy

Back 27

less critical and time consuming than a new buy

Front 28

straight rebuy

Back 28

usually routine- situation vendors prefer, purchasing contracts are often used