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Business and Organizational Customers
- Any buyers who buy for resale or to produce other goods and services
- Producers of good or services- including manufacturers, farmers, real estate developers, hotels, banks, doctors and lawyers
- Intermediaries- wholesalers and retailers
- Govt. units- federal agencies in the U.S. and other countries, state and local govts.
- Nonprofit organizations-national organizations like the Red Cross and Girl Scouts, local organiztions like museums and churches
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Purchasing Specifications
A written (or electronic) description of what the firm wants to buy
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ISO 9000
A way for a supplier to document its quality procedures according to internationally recognized standards. Assures a customer taht the supplier has an effective quality checks in place, without the customer having to conduct its own costly and time consuming audit.
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Purchasing Managers
buying specialists for their employers
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Multiple Buying Influences
Several people play a part in making a purchase decision. Possiel buying influences: Users (workers/supervisors), Influencers (engeneering), Buyers (purchasing managers), Deciders (top management), Gatekeepers (receptionist/secretaries/research assistant)
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Buying Center
All the people who participate in or influence a purchase. ex: buyers, users, gatekeepers, influences, deciders
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Vendor Analysis
A formal rating of suppliers on all relevant areas of performance.
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Requisition
A request to buy something
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New-Task Buying
Occurs when a customer organizataion has a new need and wants a great deal of information
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Straight Rebuy
A routine erpurchase that may have been made many times before
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Modified Rebuy
The in-between process where some review of the buying situation is done
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Competitive Bid
The terms of sale offered by the supplier in response to the purchase specifications posted by a buyer
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Just-In-Time Delivery
Reliably getting products there just before the customer needs them
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Negotiated Contract Buying
Agreeing to contracts that allow for changes in the purchase agreements
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Outsource
Contract with an outside firm to produce goods or services rather than to produce them internally
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North American Industry Classification System (NAICS) Codes
Detailed information of groups of firms in simliar lines of business
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Open to Buy
The buyers are budgeted funds that can be spent during the current period
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Resident Buyers
Independent buying agents who work in central markets (NYC, Paris, Rome, Hong Kong, Chicago, LA) are several retailer or wholesale customers based in outlying areas or other countries
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Foreign Corrupt Practices Act
Passed by Congress in 1977, prohibits U.S. firms from paying bribes to foreign officials
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