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Chap 6

Exam 2

QuestionAnswer
Business-to-business marketing involves the marketing of products and services to companies, governments, or not-for-profit organizations for use in the creation of goods and services that they can produce and market to others
Organizational buyers are those manufacturers, wholesalers, retailers, service companies, nonprofit organizations, and government agencies that buy goods and services for their own use or for resale. 6- 32
Derived demand is the demand for industrial products and services that is driven by, or derived from, the demand for consumer products and services.
Organizational buying behavior is the 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 consists of 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.
Buy classes consist of three types of organizational buying situations: straight rebuy, new buy, and modified rebuy
E-marketplaces are online trading communities that bring together buyers and supplier organizations to make possible the real-time exchange of information, money, products, and services. Also called B2B exchanges or e ‑hubs
traditional auction in an e-marketplace, 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.
reverse auction in an 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
Created by: crdenny
 

 



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