Chapter 6 Marketing

Front 1

the buying behavior of final consumers--individuals and households that buy goods and households that buy goods and services for personal consumption

Back 1

consumer buyer behavior

Front 2

all the individuals and households who buy or acquire goods and services for personal consumption

Back 2

consumer market

Front 3

set of basic values, perceptions, wants, and behaviors learned by a member of society from family and other important institutions

Back 3

culture

Front 4

a group of people with shared value systems based on common life experiences and situations

Back 4

subculture

Front 5

systematic development of networks of supplier-partners to ensure an appropriate and dependable supply of products and materials for use in making products or reselling them to others

Back 5

supplier development

Front 6

a business buying situation in which the buyer routinely reorders something without any modifications

Back 6

straight rebuy

Front 7

a business buying situation in which the buyer wants to modify product specifications, prices, terms, or suppliers

Back 7

modified rebuy

Front 8

a business buying situation in which the buyer purchases a product or service for the first time

Back 8

new task

Front 9

buying a packaged solution to a problem from a single seller, thus avoiding all the separate decisions involved in a complex buying situation

Back 9

systems selling (or solutions selling)

Front 10

all the individuals and units that play a role in the purchase decision making process

Back 10

buying center

Front 11

members of the buying organization who will actually use the purchased product or service

Back 11

users

Front 12

people in an organization's buying center who affect the buying decision; they often help define specifications and also provide informatino for evaluating alternatives

Back 12

influencers

Front 13

people in the organization's buying center who make an actual purchase

Back 13

buyers

Front 14

people in the organization's buying center who have formal or informal power to eslect or approve the final suppliers

Back 14

deciders

Front 15

people in the organization's buying center who control the flow of information to others

Back 15

gatekeepers

Front 16

What are the major influences on business buyers?

Back 16

environmental, organizational, interpersonal, individual

Front 17

The first stage of the business bauying process in which someone in the company recognizes a problem or need that can be met by acquiring a good or a service

Back 17

problem recognition

Front 18

the stange in the business buying process in which the company describes the general characteristics and quantity of a needed item

Back 18

general need description

Front 19

stage of the business buying process in which the buying organization decides on and specifies the best technical product characteristics for a needed iteam

Back 19

product specification

Front 20

stage of the business buying process in which the buyer tries to find the best vendors

Back 20

supplier search

Front 21

stage of the business buying process in which the buyer invites qualified suppliers to submit proposals

Back 21

proposal solicitation

Front 22

stage of the business buying process in which the buyer reviews proposals an d selects a supplier or suppliers

Back 22

supplier selection

Front 23

The stage of the business buying process in which the buyer writes the final order with the chosen suppliers, listing the technical specifications, quantity needed, expected time of delivery, return policies, and warranties.

Back 23

order-routine specification

Front 24

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

Back 24

performance review

Front 25

Problem Recognition, general need description, ____ ____, supplier search, proposal solicitation, ____ ____, order-routine specification, ___ ____

Back 25

product specification, supplier selection, performance review

Front 26

purchasing through electronic connections between buyers and sellers--usually online

Back 26

e procurement

Front 27

Companies can do e-procurement in any of several ways. They can conduct ___ ___, in which they put their purchasing requests online and invite suppliers to bid for the business. Or they can engage in online ___ ____, through which companies work collectively to facilitate the trading process.

Back 27

reverse auctions, trading exchanges

Front 28

What are the benefits of e-procurement?

Back 28

it shaves transactions costs and results in more efficient purchasing for both buyers and sellers, it reduces the time between order and delivery, frees purchasing people to work on more strategic issues.

Front 29

what are some problems with e-procurement?

Back 29

erodes customer-supplier relationships, use the web to build competition between suppliers, not very secure

Front 30

schools, hospitals, nursing homes, prisons, and other institutions that provide goods and services to people in their care

Back 30

institutional market

Front 31

governmental units--national, regional, and local--that purchase or rent goods and services for carrying out the main functions of government

Back 31

government market