Chapter 5 (her pwrpoint) Flashcards
Which type of marketing involves the marketing of products and services to organizations for use in the creation of goods and services that they can produce and market to others
Business- to- business Marketing
What type of buyers purchase goods/services for the company’s own use, for the in production of other goods/services, and for the resale by wholesalers/retailers
Organizational Buyers
Organizational buyers purchase goods/services for the following 3 needs?
- Company’s own use
- In production of other goods/services
- Resale by wholesalers/ retailers
What are the 4 markets for business to business marketing?
Resellers
Institutions
Government
Manufacturer/ service providers
group of people in an organization who participate in the buying process and share common goals, risks, and knowledge important to a purchase decision are known as
Buying Center
What are some roles in the buying center?
User
Influencers
Buyers
Deciders
Gatekeepers
What are the 3 classes of the buying center?
New buyer
Straight Rebuy
Modified Rebuy
Which class of the buying center is for the first time buyer?
New Buy
Which class of the buying center is for reorders that are the same as the first time they ordered
Straight Rebuy
Which class of the buying center is for the buyers who change product specs, price, delivery, and schedule or supplier
Modified Rebuy
Which type of marketing has a demand based on consumer demand
B2B
Which type of marketing has a demand creates demand based off need recognition, price, availability, and income
B2C
Which type of marketing has a large volume or profit size of orders
B2B
Which type of marketing has a small volume and profit size of orders
B2C
Which type of marketing has a few numbers buyers in a marketplace but have larger companies?
B2B
Which type of marketing has a many numbers buyers in a marketplace?
B2C
Which type of marketing has a buying center when it comes to people being involved in a purchase decision?
B2B
Which type of marketing has a 1-2 people involved in a purchase decision?
B2C
Which type of marketing has a more complex buying process?
B2B
Which type of marketing has a less complex buying process?
B2C
Which type of marketing has a high sense of expertise?
B2B
Which type of marketing has a low sense of expertise?
B2C
Which type of marketing has a geographic concentration of being concentrated in certain areas?
B2B
Which type of marketing has a geographic concentration of being spread out?
B2C
Which type of marketing has a more direct supplier to manufacturer supply chain
B2B
Which type of marketing has a more complex supply chain that goes through multiple channels
B2C
Which type of marketing has a close relationship with customers where they invest more in maintaining relationships
B2B
Which type of marketing has a impersonal relationship with customers and sometimes exist through electronic communication
B2C
Which type of marketing has structured payment terms and may vary by customer
B2B
Which type of marketing has immediate payment terms and sometimes exist through electronic communication is
B2C
Which type of marketing can take longer time to complete purchases
B2B
Which type of marketing has business objectives for buying and purchasing?
B2B
Which type of marketing takes time for purchases depending on involvement level and need
B2C
Which type of marketing has personal objectives for buying and purchasing?
B2C
Which type of marketing has an extensive information search
B2B
Which type of marketing has an information search that depends on involvement level
B2C
Which type of marketing uses logic for their messaging- what product/service can do for business, ROI, and less emotional means-
B2B
Which type of marketing focuses on benefits that tend to be more emotional for messaging
B2C
Which type of marketing uses a complex form of e-commerce that has varied ways to take orders
B2B
Which type of marketing uses an online order to website as their form of e-commerce
B2C
