Business-to business marketing

SELLING FROM ONE BUSINESS T ANOTHER. (B2B) involves the marketing of products and services to companies, government, 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 manufactures, wholesalers, retailers, service companies, non-profit organizations, and government agencies that buy goods and services for their own use or for resale.

marketing characteristics

1. demand for industrial products and services is derived 2. few customers typically exists, and their purchased orders are large.

Products or service characteristics

products or service are technical in a nature and purchased on the basis of specifications

buying process characteristics

there are reciprocal arrangements, and negotiation between buyers and sellers is common place.

marketing mix characteristics

direct selling to organizational buyers is the rule, and distribution is very important.

FOR INDUSTRIAL PRODUCTS/SERVICES. is the demand for industrial products and services that is driven by, or derived from, the deman for consumer products and services.

when two organizations agree to buy from each other

when buyer and supplier adopt mutually beneficial objectives

sustainable procurement

integrates environmental considerations

consist 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.

consist of three types of organizational buying situations: straight rebuy, new buy, and modified rebuy.

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 exchange or e-hubs.

in a e-marketplace, in 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.

us an e-maretplace, in an online auction n which a buyer communicates a need for a product or service and would be suppliers invited to bug in competition with each other.

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marketing chapter 6

Question	Answer
Business-to business marketing	SELLING FROM ONE BUSINESS T ANOTHER. (B2B) involves the marketing of products and services to companies, government, 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 manufactures, wholesalers, retailers, service companies, non-profit organizations, and government agencies that buy goods and services for their own use or for resale.
marketing characteristics	1. demand for industrial products and services is derived 2. few customers typically exists, and their purchased orders are large.
Products or service characteristics	products or service are technical in a nature and purchased on the basis of specifications
buying process characteristics	there are reciprocal arrangements, and negotiation between buyers and sellers is common place.
marketing mix characteristics	direct selling to organizational buyers is the rule, and distribution is very important.
derived demand	FOR INDUSTRIAL PRODUCTS/SERVICES. is the demand for industrial products and services that is driven by, or derived from, the deman for consumer products and services.
Reciprocity	when two organizations agree to buy from each other
supply partnership	when buyer and supplier adopt mutually beneficial objectives
sustainable procurement	integrates environmental considerations
buying center	consist 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 exchange or e-hubs.
traditional auction	in a e-marketplace, in 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	us an e-maretplace, in an online auction n which a buyer communicates a need for a product or service and would be suppliers invited to bug in competition with each other.

Created by: ellaweiberg

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