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14 Cards in this Set
- Front
- Back
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Define “business marketing
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marketing to firms, governments, or not-for-profit organizations
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what are organizational buyers?
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manufacturers, wholesalers, retailers, and government agencies that buy goods and services for their own use or for resale
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What is “derived demand?”
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demand for industrial products and services driven by demand ofr consumer products and services.
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Define “organizational buying criteria” & list the commonly used ones
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the objective attributres of the supplier's products and services and the capabilities of the supplier itself. Commonly used ones: 1. price 2. ability to meet the quality specs 3. ability to meet delivery schedules 4. technical capability 5. warranties 6. past performance 7. production facilities and capacity
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reverse marketing
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involves the deliberate effort by organizational buyers to build relationships that shape suppliers' products, services, and capabilities
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What are the stages in the organizational buying process?
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problem recognition, info search, alternative evaluation, purchase decision, postpurchase behavior
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what is a buying center?
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group of people in an organization who participate in the buying process
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What are the 5 roles an individual can play in the buying center?
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1. users 2. influencers 3. buyers 4. deciders 5. gatekeepers
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What are the 3 types of buying situations or buy classes?
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straight rebuy, modified rebuy, new rebuy
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naics
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provides common industry definitions for canada, mexico, and the us
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supply partnership
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relationship between a buyer and supplier that adopt mutually beneficial objectives, policies, and procedures
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organizational buying behavior
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process by which organizations determine the need for goods and then choose among alternative suppliers
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traditional auction
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occurs when a seller puts and item up for sale and would be buyers abid in competition with each other
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reverse auction
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occurs when a buyer communicates a need for something and would be suppliers bid in competition with each other
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