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Mark E2

TermDefinition
Organizational Buyers manufacturers, wholesalers, retailers, service companies, nonprofit organizations, and government agencies that buy goods and services for their own use or sale # of potential buyers is smaller size of purchase/order is large
Derived Demand demand for industrial products and services that is driven by, or derived from, the demand for consumer products and services ex: fidget spinners # of potential buyers is smaller size of purchase/order is large
Organizational Buying Behavior decision-making process that organizations use to establish the need for product and services and identify, evaluate, and choose among alternative brands and suppliers
Buying Center group of people in an org who participate in the buying process and share common goals, risks, and knowledge important to a purchase decision
Buy Classes three types of org buying situations: straight rebuy, new buy, and modified rebuy
E-marketplaces online trading communities that bring together buyers and supplier organizations to make exchange of info, $, products, and services possible in real time
Traditional Auction (in e-marketplace) is an online auction in which a seller puts up an item for sale and would-be buyers are invited to bid in competition with each other
Reverse Auction (in e-marketplace) is an online auction in which a buyer communicates a need for a product or service and would-be suppliers are invited to bid in competition with each other
JCPenny buys 100,000+ of paper for newspaper insert and direct mail
Reciprocity when two organizations agree to buy from each other
Supply Partnerships when a buyer and supplier adopt mutually beneficial objectives
Sustainable procurement integrates environmental considerations
new buyers
straight rebuy
modified rebuy
Created by: adelyngarst
 

 



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