MKTG 350 (Chapter 7 - B2B Marketing)

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Business-to-business (B2B)
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Terms in this set (16)
Step 6: Vendor Performance AssessmentFirm analysis on vendor's performance so they can make decisions on future purchases -Using Metrics Rated on: customer service issue resolution delivery qualityBuying Centerall the individuals and units that play a role in the purchase decision-making process. (initiator, influencer, decider, buyer, user, gatekeeper)Buying Culturedemocratic - everyone is equal consultative - ask for advice; work together consensus - everyone agrees autocratic - ruler w/ absolute powerModified Rebuybuying situation where the purchaser wants some change in the original good or serviceStraight Rebuybuying situation where the purchaser reorders the same goods or services over and over againnew buya purchase of a good or service for the first time