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16 Cards in this Set
- Front
- Back
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business-to-business (B2B) marketing
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Organizational sales and purchases of goods and services to support production of other products, for daily company operations, or for resale.
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buying center
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Participants in an organizational buying action.
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commercial market
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Individuals and firms that acquire products to support, directly or indirectly, production of other goods and services.
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customer-based segmentation
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Dividing a business-to-business market into homogeneous groups based on buyers’ product specifications.
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derived demand
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Demand for a resource that results from demand for the goods and services that are produced by that resource.
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end-use application segmentation
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Segmenting a business-to-business market based on how industrial purchasers will use the product.
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global sourcing
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Purchasing goods and services from suppliers worldwide.
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inelastic demand
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Demand that, throughout an industry, will not change significantly due to a price change.
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joint demand
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Demand for a product that depends on the demand for another product used in combination with it.
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North American Industrial Classification System (NAICS)
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Classification used by NAFTA countries to categorize the business marketplace into detailed market segments.
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offshoring
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Movement of high-wage jobs from the U.S. to lower-cost overseas locations.
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outsourcing
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Using outside vendors to produce goods and services formerly produced in-house.
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reseller
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Marketing intermediaries that operate in the trade sector.
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trade industries
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Retailers or wholesalers that purchase products for resale to others.
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value analysis
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Systematic study of the components of a purchase to determine the most cost-effective approach.
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vendor analysis
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Assessment of supplier performance in areas such as price, back orders, timely delivery, and attention to special requests.
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