Marketing Chapter 6
About this set
Created by:
renachiu on October 17, 2010
Subjects:
organizational markets and buyer behaviour
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12 terms
Terms | Definitions |
|---|---|
 Business Marketing | is the marketing of goods and services to companies govt and nGO for use in the creation of their stuff |
| Organizational buyers can be divided into 3 markets | 1. industrial - 21% banks, factories, reprocesses things to sell 2. reseller - wholesalers and retailers participate in B2B markets 3. government markets - buys 300 billions of goods |
| NAICS | industry classification system: supply-oriented industry classificiation system that uses a six digit coded system |
| NAPCS | North American Product Classification System: demand based; classifies goods by how they are used. |
| derived demand | demand for business products and services is driven by, or derived from, demand for consumer products and services ex: paper factory depends on demand on pizza. for their pizza boxes |
| organizational buying criteria | the objective attributes of the supplier's products and services and the capabilities of the supplier itself - price - ability to meet quality - delivery - techical capability - warranties - claim policies |
| ISO 9000 standard | registration and certification of a manufacturer's quality management |
| reverse marketing | the deliberate effort by organizational buyers to build relationships that shape suppliers' products, services, and capabilities to fit a buyer's needs and those of its customers |
| reciprocity | two organizations agree to buy each others' products and services |
| supply partnership | a relationship that exists when a buyer and its supplier adopt mutual ybeneficial for lowering costs |
| make-buy decision | an evaluation of whether components and assemblies will be purchased from outside suppliers or built by the company itself |
| Firms selling to organizations must do this to increase chances | understand the organization's needs, get on the right bidders' list, find the right people in the buying centre, provide value to the organizational buyer |
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