Chapter 6: Organizational Markets And Buyer Behaviour Flashcards
Organizational buyers
Does manufacturers, wholesalers, retailers, and government agencies that buy goods and services for their own use or for resale.
Business marketing
The marketing of goods and services to companies, government, and not-for-profit organizations for use in the creation of goods and services that they can produce and market to others.
Industrial firms
Organizational buyers that, in someway, reprocess a good or service they buy before selling it again to the next buyer.
Resellers
Wholesalers or retailers that by physical products and sell them again without any processing.
Government units
The federal, provincial, and local agencies that buy goods and services for the constituents they serve.
Organizational buying behavior
The decision-making process that organizations used to establish the need for products and services, and to identify, evaluate, and choose among alternative bands and suppliers.
Derived demand
Demand for business products and services is driven by, or drive from, demand for consumer products and services.
Organizational buying criteria
The objective attributes of the suppliers products and services and the capabilities of the supplier itself.
Supplier development
The deliberate effort by organizational buyers to build relationships that shape suppliers products, services, and capabilities to fit the buyers needs and those of its customers.
Reciprocity
Industrial buying practice image to organizations agreed to purchase each other’s products and services.
Supply partnership
Our relationship that exists when a buyer and it supplier adopt mutually beneficial objectives, policies, and procedures for the purpose of lowering the cost and/or increasing the value of products and services delivered to the ultimate consumers.
Buying center
The group of people in an organization to participate in the buying process and share common goals, risks, and knowledge important to a purchase decision.
By classes
Three types of organizational buying situation; new buy, straight rebuy, and modified rebuy.
Make by decision
And a valuation of whether components and assemblies will be purchased from outside suppliers are built by the company itself.
Value analysis
A systematic appraisal of the design, quality, and performance of a product to reduce purchasing costs.
