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MKTG 305
Chapter 6 - Understanding Organizations as Customers
| Term | Definition |
|---|---|
| Bidder’s List | a list of firms believed to be qualified to supply a given item |
| Business Marketing | the marketing of goods and services to companies, governments, or not-for-profit organizations of ruse in the creation of goods and services that they can produce and market to others |
| Buy Class | consistent of three types of organizational buying situations: straight rebuy, new buy, and modified rebuy |
| Buying Center | the group of people in an organization who participate in the buying process and share common goals, risks, and knowledge important to a purchase decision |
| Derived Demand | the demand for industrial products and services that is driven by, or derived from, demand for consumer products and services |
| E-Marketplaces | online trading communities that bring together buyers and supplier organizations to make possible the real-time exchange of information money, products, and services (also style sheet called B2B exchanges or e-hubs) |
| ISO 9000 | standards for registration and certification of a manufacturer’s quality management and assurance system based on a n on-site audit of practices and procedures developed by the International Standards Organization (ISO) |
| Make-Buy Decision | an evaluation of whether components and assemblies will be purchased from outside suppliers or built by the company itself |
| North American Industry Classification System (NAICS) | provides common industry definitions for Canada, Mexico, and the United States, which makes it easier to measure economic activity in the three member countries of the North American Free Trade Agreement (NAFTA) |
| Organizational Buyers | those manufacturers, wholesalers, retailers, and government agencies that buy goods and services for their own use or for resale |
| Organizational Buying Behavior | the decision-making process that organizations use to establish the need for products and services and identify, evaluate, and choose among alternative brands and suppliers |
| Organizational Buying Criteria | the objective attributes of the supplier’s products and services and the capabilities of the supplier itself |
| Reciprocity | an industrial buying practice in which two organizations agree to purchase each other’s products and services |
| Reverse Auction | in an e-marketplace, it is an online auction in which a buyer communicates a need for a product or service and would-be suppliers and invited to bid in competitions with each other |
| Supplier Development | the deliberate effort by organizational buyers to build relationships that shape suppliers’ products, services, and capabilities to fit a buyer’s needs and those of its customers |
| Supply Partnership | a relationship that exists when a buyer and its supplier adopt mutually beneficial objectives, policies, and procedures for the purpose of lowering the cost or increasing the value of products and services delivered to the ultimate consumer |
| Traditional Auction | in an e-marketplace, it is an online auction in which a seller puts an item up for sale and would-be buyers are invited to bid in competition with each other |
| Value Analysis | a systematic appraisal of the design, quality, and performance of a product to reduce purchasing costs |
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