Essentials of Marketing Ch. 6
Order by
23 terms
Terms | Definitions |
|---|---|
 business and organizational customers | any buyers who buy for resale or to produce other goods and services |
| types of organizational customers (4) | producers of goods and services, middlemen, government units, nonprofit organizations |
| "the B2B market" | all organizational customers |
| purchasing specification | a written (or electronic) description of what the firm wants to buy) |
| ISO 9000 | a way for a supplier to document its quality procedures according to internationally recognized standards |
| purchasing manager | buying specialist for an organization |
| multiple buying influence | several people, perhaps even top management, share in making a purchase decision |
| buying center | all the people who participate in or influence a purchase |
| members of the buying center (5) | users, influencers, buyers, deciders, gatekeepers |
| vendor analysis | a formal rating of suppliers on all relevant areas of performance |
| requisition | a request to buy something |
| spend management | a system for tracking every purchase |
| new-task buying | an organization has a new need and the customer wants a great deal of information |
| straight rebuy | routine repurchase that may have been made many times before |
| modified rebuy | some review of the buying situation is done, but not as much as in new-task buying |
| dimensions of buyer-seller relationships (5) | cooperation, information sharing, operational linkages, legal bonds, relationship-specific adaptations |
| just-in-time delivery | reliably getting products there JUST before the customer needs them |
| outsourcing | contracting with an outside firm to produce goods or services rather than producing them internally |
| competitive bids | terms of sale offered by different suppliers in response to the purchase specifications posted by the buyer |
| NAICS | North American Industry Classification System |
| open to buy | when buyers have budgeted funds that can be spent during the current period |
| resident buyers | independent buying agents who work in central markets (New York City, Paris, Rome, Hong Kong, Chicago, Los Angeles) for several retailer or wholesaler customers based in outlying areas or other countries |
| Foreign Corrupt Practices Act | a law that prohibits U.S. firms from paying bribes to foreign officials |
First Time Here?
Welcome to Quizlet, a fun, free place to study. Try these flashcards, find others to study, or make your own.