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25 Cards in this Set

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  • Back
Business buyer
Behavior
The buying behavior of the organization that buy goods and services for use in the production of other products and services or for the purpose of reselling or renting them to others at a profit.
Business buying
Process
The decision process by which business buyers determine which products and services their organizations need to purchase, and then find, evaluate, and choose among alternative suppliers and brands.
Derived demand
Business demand that ultimately comes from (derives from) the demand for consumer goods.
Supplier
Development
Systematic development of networks of supplier-partners to ensure an appropriate and dependable supply of products and materials that they will use in making their own products or resell to others.
Straight rebuy
A business buying situation in which the buyer routinely reorders something without any modifications
Modified rebuy
A business buying situation in which the buyer wants to modify product specifications, prices, terms, or suppliers
New task
A business buying situation in which the buyer purchases a product or service for the first time
Systems selling
Buying a packaged solution to a problem from a single seller, thus avoiding all the separate decisions involved in a complex buying situation.
Buying center
All the individuals and units that participate in the business buying-decision process.
Users
Member of the buying organization who will actually use the purchased product or service
Influencers
People in an organization’s buying center who affect the buying decisions; they often help define specifications and also provide information for evaluating alternatives
Buyers
The people who make an actual purchase.
Deciders
People in the organization’s buying center who have formal or informal power to select or approve the final supplier.
Gatekeepers
People in the organization’s buying center who control the flow of information to others.
Problem
Recognition
The first stage of the business buying process in which someone in the company recognizes a problem or need that can be met by acquiring a good or a service.
General need
Description
The stage in the business buying process in which the company describes the general characteristics and quantity of a need item.
Product
Specification
The stage of the business buying process in which the buying organization decides on and specifies the best technical product characteristics for a need item.
Value analysis
An approach to cost reduction in which components are studied carefully to determine if they can be redesigned, standardized, or made by less costly methods of productions
Supplier search
The stage of the business buying process in which the buyer tries to find the best vendors
Proposal
Solicitation
The stage of the business buying process in which the buyer invites qualified suppliers to submit proposals.
Supplier selection
The stage of the business buying process in which the buyer reviews proposals and selects a supplier or suppliers
Order-routine
Specification
The stage of the business buying process in which the buyer writes the final order with the chosen supplier(s)
Performance
Review
The stage of the business buying process in which the buyer assesses the performance of the supplier and decides to continue, modify, or drop the arrangement.
Institutional
Market
Schools, hospitals, nursing homes, prisons, and other institutions that provide goods and services to people in their care.
Government
Market-
Governmental units- feral, state, and local- that purchase or rent goods or services for carrying out the main functions of government