Reading...
Play button
Play button
Use LEFT and RIGHT arrow keys to navigate between flashcards;
Use UP and DOWN arrow keys to flip the card;
H to show hint;
A reads text to speech;
24 Cards in this Set
- Front
- Back
|
Business Marketing
|
the marketing of goods and servies to companies, government or non profits for use in the creation of goods and services that they can produce and market to others
|
|
|
Organizational Buyers
|
manufacturers, wholesalers, retailers, and government agencies that buy goods and services for their own use or for resale
|
|
|
Industrial Markets
|
industrial firms who in some way reprocess a product or service they buy before selling it again to the next buyer
|
|
|
Reseller Markets
|
Wholesalers and retailers that buy physical products and resell them again without any reprocessing
|
|
|
Government Markets
|
federal, state, and local agencies that buy goods or servies for the constituents they serve
|
|
|
1) Industrial Markets
2) Reseller Markets 3) Government markets |
Organizational Buyer's Markets
|
|
|
North American Industry Classification System
(NAICS) |
provides common industry definitions for Canada, Mexico and the United States which makes it easier to measure economic activity
|
|
|
Derived Demand
|
the demand for industrial products and services is driven by, or derived from, demand for consumer products and services
|
|
|
Organizational Buying Criteria
|
the objective attributes of the suppliers products and services and the capabilities of the supplier itself
|
|
|
1) Price
2) ability to meet the quality specifications required for the item 3) ability to meet delivey schedules 4) technical capability 5) warranties and claim policies in the event of poor performance 6) past performance on previous contracts 7) production facilities and capacity |
Organizational Buying Criterias
|
|
|
Supplier Development
|
deliberate effort by organizational buyers to build relationships that shapes suppliers products, services,and capabilities to fit buyers needs and those of its customers
|
|
|
Reciprocity
|
an industrial buying practice in which two orgs agree to purchase each others products an services
|
|
|
Supply Partnership
|
when a buyer and seller adopt mutually beneficial objectives, policies and procedures for the purpose of lowering the cost or increasing the value of products and services delivered to the ultimate consumer
|
|
|
buying center
|
when several people in an org participate in the buying process, and they share common goals, risks and knowledge important to a purchase decision
|
|
|
1) Users
2) Influencers 3) Buyers 4) Deciders 5) Gatekeepers |
Roles in a Buying Center
|
|
|
Straight Rebuy
Modified rebuy New buy |
Buy Classes
|
|
|
Organizational buying behavior
|
1) the decision making process that orgs use to establish the need for products and services
2) identify, evaluate, and choose among alternative brands and suppliers |
|
|
1) Problem Recognition
2) Information Search 3) Alternative Evaluation 4) Purchase Decision 5) Postpurchase Behavior |
5 Stages in the Decision Making Process
|
|
|
Traditional Auction
|
a seller puts an item up for sale and would-be buyers are invited to buy in competition with each other
|
|
|
Reverse Auction
|
a buyer communicates a need for a product or services and would be suppliers are invited to bid in competition with each other
|
|
|
e- marketplaces
|
online trading communities that bring together buyers and supplier organizations.
|
|
|
Buying committe
|
a highly formalized buying center for large multi-store chain resellers.
|
|
|
People involved
Decision time Problem definition Buying objective Suppliers considered Buying Influence |
Buying Center Dimensions
|
|
|
1) prominence of online buying in organizations
2) E- Marketplaces: 3) online auctions |
sections of Online Buying in an organization
|
