Marketing ch 4

Web-based auctions that occur between businesses.

E-commerce Web sites where multiple buyers and sellers go to find and do business with one another.

Markets in which local, state, and federal governments buy products.

A Web site in which a business buys products from multiple sellers that go there to do business with the firm.

Groups of people within organizations who make purchasing decisions.

The person who makes the final purchasing decision.

Demand that springs from, or is derived from, a secondary source other than the primary buyer of the product.

Commerce conducted electronically, such as over the Internet.

Demand that fluctuates sharply in response to a change in consumer demand.

People who decide if and when a salesperson gets access to members of the buying center.

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.

Nonprofit organizations such as the American Red Cross, churches, hospitals, charitable organizations, private colleges, and civic clubs.

When the demand for one product increases the demand for another.

When a company wants to buy the same type of product it has in the past but make some modifications to it.

When a firm purchases a product for the first time.

Companies that purchase goods and services that they transform into other products.

An invitation to submit a bid to supply the good or service.

Companies that sell goods and services produced by other firms without materially changing them.

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.

A Web site in which a single seller sells products to many different buyers.

When a purchaser buys the same product in the same quantities from the same vendor.

The people and groups within the organization that actually use the product.

Demand that springs from, or is derived from, a secondary source other than the primary buyer of the product.

Demand that fluctuates sharply in response to a change in consumer demand.

When the demand for one product increases the demand for another.