Ch 5 - Business Buying Behavior (B2B) Flashcards
B2B marketing
selling and buying goods/services to be used in production of other goods and services, for consumption by the buying organization or for resale by wholesalers and retailers
resellers
marketing intermediaties that resell manufactured products without significantly altering their form
derived demand
linkage between consumer’s demand for company’s output and its purchase of necessary inputs to manufacture or assemble that particular output
north american industry classication system codes (NAICS)
classification scheme that categorizes all firms into hierachical set of six digit codes
request for proposals (RFP)
process through which buying organizations invite alternative suppliers to bid on supplying their required components
buying center
group of people typically responsible for buying decisions in large organizations
initiator
buying cneter particpant who first suggests buying particular product or service
influencer
buying center participant whose views influence other members of buying center in making final decision
decider
buying center participant who ultimately determines any part of or the entire buying decision - whther to buy, what to buy, hwo to buy, or where
buyer
buying center participant who handles the paperwork of actual purchase
user
person who consumers or uses product or service purchased bu buying center
gatekeeper
buying center participant wo controls information or access to decision makers and influencers
organizational culture
reflects set of values, traditions, customs that guides firm’s employees’ behavior
autocratic buying center
buying cneter in which one person makes decision alone, though there may be multiple participants
democratic buying center
buying center in which majority rules in making decisions
