Business-to-business marketing

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

those manufacturers, wholesalers, retailers, service companies, nonprofit organizations, and government agencies that buy goods and services for their own use or for resale.

the demand for industrial products and services that is driven by, or derived from, the demand for consumer products and services.

Organizational buying behavior

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.

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.

consist of three types of organizational buying situations: straight rebuy (reorder), 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 exchanges or e‑hubs.

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.

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.

Organizational buying criteria

Price. Ability to meet quality specifications. Ability to meet delivery schedules. Technical capability. Warranties and claim policies. Past performance. Production facilities and capacity.

Organizational markets

Industrial markets. - Manufacturing Reseller markets. Wholesalers. Retailers. Government markets - contracts

Buying function in an organization is responsible for

Gathering and screening information. Selection and purchase of products and services. The organization’s use or resale. Obtaining formal bids. Awarding of purchasing contract awards

when two organizations agree to buy from each other

when buyer and supplier adopt mutually beneficial objectives

Sustainable procurement

integrates environmental considerations

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Marketing Exam 2

Chapter 6

Term	Definition
Business-to-business marketing	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	those manufacturers, wholesalers, retailers, service companies, nonprofit organizations, and government agencies that buy goods and services for their own use or for resale.
Derived demand	the demand for industrial products and services that is driven by, or derived from, the demand for consumer products and services.
Organizational buying behavior	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 (reorder), 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.
Organizational buying criteria	Price. Ability to meet quality specifications. Ability to meet delivery schedules. Technical capability. Warranties and claim policies. Past performance. Production facilities and capacity.
Organizational markets	Industrial markets. - Manufacturing Reseller markets. Wholesalers. Retailers. Government markets - contracts
Buying function in an organization is responsible for	Gathering and screening information. Selection and purchase of products and services. The organization’s use or resale. Obtaining formal bids. Awarding of purchasing contract awards
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

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