Chapter 6-Organizational Markets & Buyer Behaviour Flashcards
Business Marketing
The marketing of goods and services to companies governments and not for profit organizations for use in the creation of goods and services that they can produce and market for others
Organizational Buyers
Those manufacturers, wholesalers, retailers and government agencies that buy goods and services for their own use or for resales
Industrial firm
An organizational buyer that in some way reprocesses a good or service it buys before selling it again to the next buyer
Resellers
Wholesalers or retailers that buy physical products and sell them again without any processing
Government Units
The federal, provincial, and local agencies that buy goods and services for the constitutes they serve
Organizational buying behaviour
The decision making process that organizations use to establish the÷ and services, and to identify, evaluate and choose among alternative brands and suppliers
Derived demand
Demand for business products and services is driven by or derived 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
ISO 9000 Standards
Registration and certification of a manufacturers quality management and quality assurance system
Supplier Development
The deliberate effort by organizational buyers to build relationships that shape supplier products services and capabilities to fit a buyers need and those of its customers
Supply Partnership
A relationship that exists when a buyer and supplier adopt mutually beneficial objectives, policies and procedures for the purpose of lowering the cost and increase value of products
Buying Centre
The group of people in an organization who participate in the buying process and share common goals and risks and knowledge important to a purchase decision
Buy Classes
Three types of organizational buying situations-Straight rebuy-New buy-Modified rebuy
Value analysis
Systematic appraisal of the design, quality and performance of a product to reduce purchasing costs
Bidders list
A list of firms believed to be qualified to supply a given item
