Mktg Chp 7

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  1. Business Marketing
    Mktg of goods/serv to indiv. and orgs for purposes other than personal consumption
  2. B2B e-commerce
    Use of the internet to facilitate the exchange of goods/serv & info between orgs
  3. Stickiness
    Measure of a website's effectiveness calculated by multiplying the frequency of visits by the duration of a visit by the # of pages viewed during each visit
  4. Disintermediation
    Elimination of intermediaries such as wholesalers or distributers from a mktg channel
  5. Reintermediation
    Reintroduction of an intermediary between producers & users
  6. Strategic Alliance
    Cooperative agreement between biz firms
  7. Relationship Commitment
    Firm's belief that an ongoing relationship with another firm is so important that the relationship warrants max efforts at maintaining it indefinitely
  8. Trust
    The condition that exists when 1 party has confidence in an exchange partner's reliability & integrity
  9. Keiretsu
    Network of interlocking corporate affiliates
  10. Original Equipment Manufacturers
    Indivs & orgs that buy biz goods & incorporate them into the products they produce for eventual sale to other producers or to consumers
  11. North American Industry Classification System
    Detailed numbering system developed by US, Canada & Mexico to classify N. Amer. biz establishments by their main production processes
  12. Derived Demand
    Demand for biz products
  13. Joint Demand
    Demand for 2+ items used together in a final product
  14. Multiplier effect (Accelerator principle)
    Phenomenon in which a small increase or decrease in consumer demand can produce a much larger change in demand for the facilities & equip needed to make the consumer product
  15. B2B Online Exchange
    Electronic trading floor that provides companies with integrated links to their customers & suppliers
  16. Reciprocity
    Practice where biz purchasers choose to buy from their own customers
  17. Major Equipment
    Capital goods such as large or expensive machines, mainframe computers, blast furnaces, generators, airplanes & buildings

    **Type of biz product
  18. Accessory Equipment
    goods, such as portable tools & office equip, that are less expensive & shorter-lived than major equip

    **Type of biz product
  19. Raw Materials
    Unprocessed extractive or agricultural products, such as mineral ore, lumber, wheat, corn, fruits, veggies & fish

    **Type of biz products
  20. Component Parts
    Either finished items ready for assembly or products that need very little processing before becoming part of soe other product

    **Type of biz products
  21. Processed Materials
    Products used directly in manufacturing other products

    **Type of biz products
  22. Supplies
    Consumable items that do not become part of the final product.
  23. Business Services
    Expense items that do not become part of a final product
  24. Buying Center
    All those people in an org who become involved in the purchase decision
  25. Types of Purchases
    • New Buy - purchase of product for first time
    • Modified Rebuy - change in original g/s is desired
    • Straight Rebuy - reorders same g/s without looking for new
  26. What are 2 types of Demand?
    • Derived demand
    • Joint demand
Card Set:
Mktg Chp 7
2011-10-06 00:46:00

Chapter 7, Test 2
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