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20 Cards in this Set
- Front
- Back
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BIDDERS' LIST
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A list of firms believed to be qualified to supply a given item.
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BUSINESS MARKETING
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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.
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BUY CLASSES
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Three types of organizational buying situations: new buy, straight buy, and modified rebuy.
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DERIVED DEMAND
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Demand for business products and services driven by, or derived from, demand for consumer products and services.
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E-MARKETPLACES
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Online trading communities that bring together buyers and supplier organizations.
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GOVERNMENT UNITS
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The federal, provincial and local agencies that buy goods and services for the constituents they serve.
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INDUSTRIAL FIRM
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An organizational buyers that in some way reprocess a good or service before selling it to the next buyer.
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ISO 9000 STANDARDS
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Registration and certification of a manufacturer’s quality management and quality assurance system.
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MAKE-BUY DECISION
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An evaluation of whether components and assemblies will be purchased from outside suppliers or built by the company itself.
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BUYING CENTRE
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The group of people in an organization who participate in the buying process and share common goals, risks, and knowledge important to a purchase decision.
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ORGANIZATIONAL BUYERS
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Those manufacturers, wholesalers, retailers and government agencies that buy goods and services for their own use or for resale.
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ORGANIZATIONAL BUYING BEHAVIOUR
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The decision-making process that organizations use to establish the need for products and services, and to identify, evaluate, and choose among alternative brands and suppliers.
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ORGANIZATIONAL BUYING CRITERIA
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The objective attributes of the supplier’s products and services, and the capabilities of the supplier itself.
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RECIPROCITY
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An industrial buying practice in which two organizations agree to purchase each other’s products and services.
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RESELLERS
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A wholesaler or retailer that buys physical products and resells them again without any processing.
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REVERSE AUCTION
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A buyer communicates a need for a product or service and would-be suppliers are invited to bid in competition with each other.
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REVERSE MARKETING
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The deliberate effort by organizational buyers to build relationships that shape suppliers’ products, services, and capabilities to fit a buyer’s needs and those of its customers.
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SUPPLY PARTNERSHIP
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A relationship that exists when a buyer and its supplier adopt mutually beneficial objectives, policies and procedures for the purpose of lowering the cost and/or increasing the value of products and services delivered to their ultimate customers.
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TRADITIONAL AUCTION
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A seller puts an item up for sale and would-be buyers are invited to bid in competition with each other.
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VALUE ANALYSIS
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A systematic appraisal of the design, quality and performance of a product or service for a given price.
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