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23 Cards in this Set
- Front
- Back
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Business buyer behavior
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refers to the buying behavior of the organizations that buy goods and services for use in the production of other products and services that are sold, rented, or supplied to others.
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Business buying process |
process where business buyers determine which products and services are needed to purchase, and then find, evaluate, and choose among alternative brands.
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Supplier development
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the systematic development of networks of supplier-partners to ensure an appropriate and dependable supply of products and materials for use in making products or reselling them to others.
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Straight rebuy
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a buying situation in which the buyer routinely reorders something without any modifications.
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Modified rebuy
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a buying situation in which the buyer wants to modify product specifications, prices, terms, or suppliers.
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New task
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a buying situation in which the buyer purchases a product or service for the first time.
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Systems selling
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buying a complete solution to a problem from a single seller.
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Buying center
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consists of all the individuals and units that play a role in the business purchase decision-making process.
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Users
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are those that will use the product or service.
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Influencers
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help define specifications and provide information for evaluating alternatives.
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Buyers
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have formal authority to select the supplier and arrange terms of purchase.
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Deciders
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have formal or informal power to select and approve final suppliers.
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Gatekeepers
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control the flow of information
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Problem recognition
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occurs when someone in the company recognizes a problem or need
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General need description
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describes the characteristics and quantity of the needed item
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Product specification
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describes the technical criteria
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Value analysis
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is an approach to cost reduction where components are studied to determine if they can be redesigned, standardized, or made with less costly methods of production.
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Supplier search
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involves compiling a list of qualified suppliers to find the best vendors.
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Proposal solicitation
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the process of requesting proposals from qualified suppliers.
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Supplier selection
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when the buying center creates a list of desired supplier attributes and negotiates with preferred suppliers for favorable terms and conditions.
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Order-routine specifications
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includes the final order with the chosen supplier and lists all of the specifications and terms of the purchase.
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Performance review
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involves a critique of supplier performance to the order-routine specifications.
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Institutional markets
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consist of schools, hospitals, nursing homes, and prisons that provide goods and services to people in their care.
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