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27 Cards in this Set

  • Front
  • Back
The marketing of goods and services to individuals and organizations for purposes other than personal consumption.
Business Marketing
The use of the internet to facilitate the exchange of goods, services, and information between organizations.
Business-to-Business Electronic Commerce
A measure of a website's effectiveness; calculated by multiplying the frequency of visits by the duration of a visit by the number of pages viewed during each visit (site reach).
Stickiness
The elimination of intermediaries such as wholesalers or distributors from a marketing channel.
Disintermediation
The reintroduction of an intermediary between producers and users.
Reintermediation
A cooperative agreement between business firms.
Strategic Alliance
(Strategic Partnership)
A firm's beliefs that an ongoing relationship with another firm is so important that the relationship warrants maximum efforts at maintaining it indefinitely.
Relationship Commitment
The condition that exists when one party has confidence in an exchange partner's reliability and integrity.
Trust
A network of interlocking corporate affiliates.
Keiretsu
Individuals and organizations that buy business goods and incorporate them into the products they produce for eventual sale to other producers or to consumers.
Original Equipment Manufacturers (OEMs)
A detailed numbering system developed by the United States, Canada, and Mexico to classify North American business establishments by their main production processes.
North American Industry Classification System (NAICS)
The demand for business products.
Derived Demand
The demand for two or more items used together in a final product.
Joint Demand
Phenomenon in which is a small increase or decrease in consumer demand can produce a much larger change in demand for the facilities and equipment needed to make the consumer product.
Multiplier Effect
(Accelerator Principle)
An electronic trading floor that provides companies with integrated links to their customers and suppliers.
Business-to Business Online Exchange
A practice where business purchasers choose to buy from their own customers.
Reciprocity
Capital goods such as large or expensive machines, mainframe computers, blast furnaces, generators, airplanes, and buildings.
Major Equipment
(Installations)
Goods, such as portable tools and office equipment, that are less expensive and shorter-lived than major equipment.
Accessory Equipment
Unprocessed extractive or agricultural products, such as mineral ore, lumber, wheat, corn, fruits, vegetables, and fish.
Raw Materials
Either finished items ready for assembly or products that need very little processing before becoming part of some other product.
Component Parts
Products used directly in manufacturing other products.
Processed Materials
Consumable items that do not become part of the final product.
Supplies
Expense items that do not become part of a final product.
Business Services
All those people in an organization who become involved in the purchase decision.
Buying Center
A situation requiring the purchase of a product for the first time.
New Buy
A situation in which the purchaser wants some change in the original good or service.
Modified Rebuy
A situation in which the purchaser reorders the same goods or services without looking for new information or investigating other suppliers.
Straight Rebuy