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Mkting Ch 6 Test

Organizational Buying

QuestionAnswer
Name the 3 organizational mkts 1. industrial (reprocess) 2. reseller (wholesaller/retailers) 3. gov't (buy for constituents)
name the 7 characteristics of organizational buying 1. demand 2. order size 3. # buyers 4. buying objectives 5. buying criteria 6. relationships 7. mult buying
online buying (3) reasons [auctions: traditional/reverse, E-market] 1. supply info 2. reduced processing cost 3. reduced mkting cost
buying center (5) 1. users 2. influencers 3. buyers 4. deciders 5. gatekeepers
buying situations 1. straight rebuy 2. new buy 3. modified rebuy
business mkting mkting of products/services to firms, gov'ts, or not-for-profit organizations
buy classes 3 types of organizational buying situations: new buy, straight rebuy, or modified rebuy
buying center group of pple in an organization who participates in the buying process
derived demand the demand for industrial products and services is driven by demand for consumer products and services
e-marketplaces online trading communities that bring together buyers and supplier organizations
North American Industry Classification Systems (NAICS) Provides common industry definitions for Canada, Mexico, and US
organizational buyers manufacturers, wholesalers, retailers, and gov't agencies that buy goods and services for their own use or for resale
organizational buying behavior process by which organizations determine the need for goods and then choose among alternative suppliers
Created by: mwoltner
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