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9 Cards in this Set
- Front
- Back
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What are the 3 markets of organizational buyers? |
1) industrial firm: reprocesses goods then sells them
2) reseller market: doesn't reprocess before selling
3) gov. markets: buy goods and services for their constituents |
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What is business marketing? |
Marketing goods/services to companies/govs for use in creation of goods/services that they can market to others (B2B) |
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What is NAFTA? |
North American Free Trade Agreement
A supply & demand based system developed to measure economic activity in organizational markets |
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What systems are in place to measure markets? |
NAICS and NAPCS
North American Industry Classification System (uses 6 digit code)
North American PRODUCT Classification system |
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How is organizational buying different from consumer buying? |
1) fewer, larger purchases 2) direct purchase 3) close customer-supplier relationship 4) professional buying techniques
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What are the 7 buying criteria of an organization? |
1) price 2) ability to meet quality specifications 3) technical capability 4) ability to meet delivery schedules 5) production facilities & capacity 6) past experience & performance 7) warranties
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What are the 5 buying center roles? |
Decider User Buyer Influencer Gatekeeper |
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What are 3 buying classes? |
straight rebuy Modified rebuy New buy |
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Traditional auction vs. reverse auction |
Lots of product, few purchasers = low price
Little product, many purchasers = high price |
