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18 Cards in this Set
- Front
- Back
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All Business adn Organizational Customers
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Producers
Middlemen Government Non Profit |
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producers of goods and services
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manufactureers, farmers, real estate deveopers, bankers, doctors
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middlement
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wholesalers and retailers
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government units
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federal agencies in teh US and other countries as well as state and local govt.
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non profit organizations
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national organizations like the red cross , museums, churches
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Difference Between final customers and organizational customers
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Different Needs
-org customers buy goods that will help them meet demands of their market Less Emotional -org. consumers are less emotional and focus more on economic factors Specification of the need -org. consumers generally make a written description of what the firms want to buy |
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Buying center
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all teh people who participate in or influence a purchase
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Users
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production line workers and supervisors
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Influencers
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engineering or research people who help write specifications or supply info for evaluating alternatives
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Buyers
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purchasing managers who have responsiblity for workign with suppliers and arranging terms of sale
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Deciders
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people who have power to select of approve suppliers
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Gatekeepers
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people who control flow of info.
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New Task Buying
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Occurs when an organization has a new need adn customer wants a great deal of information.
-much time required, many influences, review of suppliers, information needed |
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Modified Rebuy
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In between process where some review of teh buying situation is done...but not as much as new task buying
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Straight Rebuy
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routine repurchase thath may have been made many times before...small, recurring purchases, dont require a lot of time, influence, review of suppliers, and info.
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Internet E Commerce
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-info flows quickly back and forth from business to seller
-costs for searching info are less than before -better relationships between buyers and sellers |
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Horizontal ecommerce
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bredth of goods and services
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Vertical ecommerce
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depth across firms at different levels of production and distribution process
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