Marketing Exam Ii Ch 07

Front 1

The marketing of goods and services to individuals and organizations for purposes other than personal consumption.

Back 1

Business Marketing

Front 2

The use of the internet to facilitate the exchange of goods, services, and information between organizations.

Back 2

Business-to-Business Electronic Commerce

Front 3

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).

Back 3

Stickiness

Front 4

The elimination of intermediaries such as wholesalers or distributors from a marketing channel.

Back 4

Disintermediation

Front 5

The reintroduction of an intermediary between producers and users.

Back 5

Reintermediation

Front 6

A cooperative agreement between business firms.

Back 6

Strategic Alliance
(Strategic Partnership)

Front 7

A firm's beliefs that an ongoing relationship with another firm is so important that the relationship warrants maximum efforts at maintaining it indefinitely.

Back 7

Relationship Commitment

Front 8

The condition that exists when one party has confidence in an exchange partner's reliability and integrity.

Back 8

Trust

Front 9

A network of interlocking corporate affiliates.

Back 9

Keiretsu

Front 10

Individuals and organizations that buy business goods and incorporate them into the products they produce for eventual sale to other producers or to consumers.

Back 10

Original Equipment Manufacturers (OEMs)

Front 11

A detailed numbering system developed by the United States, Canada, and Mexico to classify North American business establishments by their main production processes.

Back 11

North American Industry Classification System (NAICS)

Front 12

The demand for business products.

Back 12

Derived Demand

Front 13

The demand for two or more items used together in a final product.

Back 13

Joint Demand

Front 14

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.

Back 14

Multiplier Effect
(Accelerator Principle)

Front 15

An electronic trading floor that provides companies with integrated links to their customers and suppliers.

Back 15

Business-to Business Online Exchange

Front 16

A practice where business purchasers choose to buy from their own customers.

Back 16

Reciprocity

Front 17

Capital goods such as large or expensive machines, mainframe computers, blast furnaces, generators, airplanes, and buildings.

Back 17

Major Equipment
(Installations)

Front 18

Goods, such as portable tools and office equipment, that are less expensive and shorter-lived than major equipment.

Back 18

Accessory Equipment

Front 19

Unprocessed extractive or agricultural products, such as mineral ore, lumber, wheat, corn, fruits, vegetables, and fish.

Back 19

Raw Materials

Front 20

Either finished items ready for assembly or products that need very little processing before becoming part of some other product.

Back 20

Component Parts

Front 21

Products used directly in manufacturing other products.

Back 21

Processed Materials

Front 22

Consumable items that do not become part of the final product.

Back 22

Supplies

Front 23

Expense items that do not become part of a final product.

Back 23

Business Services

Front 24

All those people in an organization who become involved in the purchase decision.

Back 24

Buying Center

Front 25

A situation requiring the purchase of a product for the first time.

Back 25

New Buy

Front 26

A situation in which the purchaser wants some change in the original good or service.

Back 26

Modified Rebuy

Front 27

A situation in which the purchaser reorders the same goods or services without looking for new information or investigating other suppliers.

Back 27

Straight Rebuy