Marketing ch 4

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Author:
gabo
ID:
169812
Filename:
Marketing ch 4
Updated:
2012-09-09 13:45:31
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Business Buying Behavior
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key terms
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  1. B2B auctions
    Web-based auctions that occur between businesses.
  2. B2B exchanges
    E-commerce Web sites where multiple buyers and sellers go to find and do business with one another.
  3. business-to-government (B2G) markets
    Markets in which local, state, and federal governments buy products.
  4. buy-side site
    A Web site in which a business buys products from multiple sellers that go there to do business with the firm.
  5. buying centers
    Groups of people within organizations who make purchasing decisions.
  6. decider
    The person who makes the final purchasing decision.
  7. derived demand
    Demand that springs from, or is derived from, a secondary source other than the primary buyer of the product.
  8. e-commerce
    Commerce conducted electronically, such as over the Internet.
  9. fluctuating demand
    Demand that fluctuates sharply in response to a change in consumer demand.
  10. gatekeepers
    People who decide if and when a salesperson gets access to members of the buying center.
  11. influencers
    People who may or may not use the product but actively participate in the purchasing process in order to secure a decision they consider favorable.
  12. institutional markets
    Nonprofit organizations such as the American Red Cross, churches, hospitals, charitable organizations, private colleges, and civic clubs.
  13. joint demand
    When the demand for one product increases the demand for another.
  14. modified rebuy
    When a company wants to buy the same type of product it has in the past but make some modifications to it.
  15. new buy
    When a firm purchases a product for the first time.
  16. producers
    Companies that purchase goods and services that they transform into other products.
  17. request for proposal (RFP)
    An invitation to submit a bid to supply the good or service.
  18. resellers
    Companies that sell goods and services produced by other firms without materially changing them.
  19. reverse auction
    When the buyer lists what he or she wants to buy and also states how much he or she is willing to pay. The reverse auction is finished when at least one firm is willing to accept the buyer’s price.
  20. sell-side site
    A Web site in which a single seller sells products to many different buyers.
  21. straight rebuy
    When a purchaser buys the same product in the same quantities from the same vendor.
  22. users
    The people and groups within the organization that actually use the product.
  23. derived demand
    Demand that springs from, or is derived from, a secondary source other than the primary buyer of the product.
  24. fluctuating demand
    Demand that fluctuates sharply in response to a change in consumer demand.
  25. joint demand
    When the demand for one product increases the demand for another.

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