Chp. 7

Question 1

B2B marketing

Answer 1

the process of buying and selling goods and services to be use in the production if other goods and services, for consumption by the buying organization, or for resale by wholesalers and retailers

Question 2

derived demand

Answer 2

the linkage between consumers’ demand for a company’s output and its purchase of necessary inputs to manufacture or assemble that particular output

Question 3

resellers

Answer 3

marketing intermediaries that resell manufactured products without significantly altering them

Question 4

wholesalers

Answer 4

those firms engaged in buying, taking title to, often storing, and physically handling goods in large quantities, then reselling the goods to retailers or industrial or business users

Question 5

distributors

Answer 5

a type of reseller or marketing intermediary that resells manufactured products without significantly altering their form. distributors often buy from manufacturers and sell to other business like retailers in a B2B transaction

Question 6

request for proposal (RFP)

Answer 6

a process through which buying organizations incite alternative suppliers to bid on supplying their required components

Question 7

web portal

Answer 7

an internet site whose purpose is to be a major starting point for users when they connect to the web

Question 8

buying center

Answer 8

the group of people typically responsible for the buying decisions in large organizations

Question 9

initiator

Answer 9

the buying center participant who first suggests buying the particular product or service

Question 10

influencer

Answer 10

the buying center participant whose views influence other members of the buying center in the making of the final decision

Question 11

decider

Answer 11

the buying center participant who ultimately determines any part of or the entire buying decision-whether to buy, what to buy, how to buy, or where to buy

Question 12

buyer

Answer 12

the buying center participant who handles the paperwork of the actual purchase

Question 13

user

Answer 13

the person who consumes or uses the product or service purchased by the buying center

Question 14

gatekeeper

Answer 14

the buying center participant who controls info or access to decision makers and influencers

Question 15

autocratic buying center

Answer 15

a buying center in which one person makes the decision alone, though there may be multiple participants

Question 16

democratic buying center

Answer 16

a buying center in which the majority rules in making decisions

Question 17

consultive buying center

Answer 17

a buying center in which one person makes the decision but he or she solicits input from others before doing so

Question 18

consensus buying center

Answer 18

a buying center in which all members of the team must reach a collective agreement that they can support a particular purchase

Question 19

new buy

Answer 19

in a B2B setting, a purchase of a good or service for the first time; the buying decision is likely to be quite involved because the buyer or the buying organization does not have any experience with the item

Question 20

modified rebuy

Answer 20

refers to when the buyer has purchased a similar product in the past but has decided to change some specifications, such as the desired price, quantity level, customer service level, options, or so forth

Question 21

straight rebuys

Answer 21

refers to when the buyer or buying organization simply buys additional units of products that have previously been purchased