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22 Cards in this Set
- Front
- Back
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Top marketing trend for b2b marketers
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CMO = chief marketing officers
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B2B
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group of customers that include manufacturers, wholesalers, retailers, and other orgs
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organization markets
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synonym - another name for b2b
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characteristics that make a difference in business markets
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multiple buyers, the number of consumers, size of purchases, and geographic concentration
NOT POPULATION |
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derived demand
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demand for ALL business or organizational products is derived from demand from consumer products
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inelastic demand
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demand in which changes in price have little or no effect on the amount demanded
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business demand is
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subject to greater fluctuations than consumer demand
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government markets
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the federal state, county, and local gots that buy goods and services to carry out public objectives and to support their operations
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NAICS
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the numerical coding system that the US, Canada, and Mexico use to classify firms into detailed categories according to their business activities. replaced SIC codes
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NAICS is better than SIC codes because
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- more relevant
- international comparability - consistency - adaptability NOT COST |
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Top category for spending
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Social Security (21.1%)
NOT NATIONAL DEFENSE |
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straight rebuy
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a buying situation in which business buyers make routine purchases that require minimal decision making
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gatekeeper
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the person who controls the flow of information to other members
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influencer
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affects the buying decision by dispersing advice or sharing expertise
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product specifications
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a written description of the quality, size, weight, and so forth required of a product purchase
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reciprocity
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a trading partnership in which 2 firms agree to buy from one another
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business buying decision process
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problem recognition - info search - evaluation of alternatives - product and supplier section - postpurchase evaluation
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5 emerging business models in offshore outsourcing
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global delivery, hybrid, build-operate-transfer, global shared services, multisourcing
BASED ON GEOGRAPHIC LOCATION AND OWNERSHIP STRUCTURE |
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by 2015 as many as 3.3 M US jobs and 136 B wages could be moved to
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India, China, and Russia
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concerns of outsourcing
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high skill wage slide, companies take all, a blow to gdp growth
NOT DECREASED PRODUCTIVITY |
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World sourcing vs outsourcing
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world sourcing is more about value creating, while outsourcing is about lower costs
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Intranet
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an internal corporate computer network that uses internet technology to link company departments, employees, and databases
ex iCampus |
