More chapter 6 and 8

Question 1

What is this ?
those manufactures, wholesalers, retailers, serivice companies, nonprofit organizations, and government agencies that buy products and services of their own use or for resale

Answer 1

organizational buyers

Question 2

What is this ?
in some way reprocess a product or service they buy before selling it again to the next buyer

Answer 2

industrial firms

Question 3

What is this ?
provides common industry definitions for cannonade, mexico, and the united states

Answer 3

North American industry classification system

Question 4

What is this ?
the objective attributes of the suppliers products and services and the capabilities of the supplier itself

Answer 4

organizational buying critera

Question 5

What is this ?
deliberate effort by organizational buyers to build relationships that shape supplies products

Answer 5

supplier development

Question 6

What is this ?
industrial buying practice in which two organizations agree to purchase each others products and services

Answer 6

reciprocity

Question 7

What is this ?
exists when a buyer and its supplier adopt mutually beneficial objectives, policies, and procedures for the purpose of lowering the cost or increasing the value of products and services delivered to the ultimate consumer

Answer 7

supply partnership

Question 8

What is this ?
the decision making process that organizations use to establish the need for products and services and identify, evaluate, and choose among alternative brands and suppliers

Answer 8

organizational buying bahavior

Question 9

What is this ?
a group of people in an organization who participate in the buying process and share common goals, risks, and knowledge important to a purchase decision

Answer 9

buying center

Question 10

What is this ?
are the people in the organization who actually use the product or service

Answer 10

users

Question 11

What is this ?
affect the buying decision, usually by helping define the specifications of what is brought

Answer 11

influencers

Question 12

What is this ?
have a formal authority and responsibility to select the supplier and negotiate the terms of the contract

Answer 12

buyers

Question 13

What is this ?
have the formal in informal power to select or approve the supplier that receives the contract

Answer 13

deciders

Question 14

What is this ?
control the flow of information in the buying center

Answer 14

gatekeepers

Question 15

What is this ?
consists of three types of organizational buying situations: straight rebuy, new buy, and modified rebuy

Answer 15

buy classes

Question 16

What is this ?
in an e-marketplace, an online auction in which a seller puts up an item for sale and would be buyers are invited to bid in competition with each other

Answer 16

traditional auction

Question 17

What is this ?
in an e-marketplace, an online auction in which a buyer communicates a need for a product or service and would be suppliers are invited to bid in competition with each other

Answer 17

reverse auction

Question 18

What is this ?
the process of defining a marketing problem and opportunity, systematically collecting and analyzing information, and recommending actions

Answer 18

marketing research

Question 19

What is this ?
provides ideas about a vague problem or question

Answer 19

exploratory research

Question 20

What is this ?
generally involves trying to find the frequency with which something occurs or the extent of a relationship between two factors

Answer 20

descriptive research

Question 21

What is this ?
tries to determine the extent to which the change in one factor changes another one

Answer 21

casual research

Question 22

What is this ?
criteria or standards used in evaluating proposed solutions to the problem

Answer 22

measures of success

Question 23

What is this ?
in a decision, the restrictions placed on potential solutions to a problems

Answer 23

constraints

Question 24

What is this ?
a picture or verbal description of a product or service the firm might offer for sale

Answer 24

new-product concept

Question 25

What is this ?
economically answer questions that require consistent data collection over time

Answer 25

syndicated panel

Question 26

What is this ?
facts and figures obtained by watching how people actually behave, using mechanical, personal, or neuromarketing data collection methods

Answer 26

observational data

Question 27

What is this ?
is a specialized observational approach in which trained observers seek to discover subtle behavioral and emotional reactions as consumers encounter products int heir natural use environment

Answer 27

ethnographic research

Question 28

What is this ?
allows respondents to express opinions, ideas, or behaviors in their own words without being forced to choose among alternatives that have been predetermined by a marketing researcher

Answer 28

open-ended quesiton

Question 29

What is this ?
requires respondents to select one or more response options from a set of predetermined choices

Answer 29

closed end or fixed alternative questions

Question 30

What is this ?
a five point scale in which the opposite ends have one or two word adjectives that have opposite meanings

Answer 30

semantic differential scale

Question 31

What is this ?
the extraction of hidden predictive information from large databases to find statistical links between consumer purchasing patterns and marketing actions

Answer 31

data mining

Question 32

What is this ?
a method of presenting and analyzing data involving two or more variables to discover relationships in the data

Answer 32

cross tabulation

Question 33

What is this ?
the total sales of a product that a firm expects to sell during a specified time period under specific environmental conditions and its own marketing efforts

Answer 33

sales forecast

Question 34

What is this ?
involves estimating the value to be forecast without any intervening steps

Answer 34

direct forecast

Question 35

What is this ?
involves starting with he last known value of the item being forecast, listing the factors that could affect the forecast, assessing whether they have a positive or negative impact, and making the final forecast

Answer 35

lost-horse forecast

Question 36

What is this ?
involves asking prospective customers if they are likely to buy he product during some future time period

Answer 36

survey of buyers intentions forecast

Question 37

What is this ?
involves asking the firms salespeople to estimate sales during a forthcoming period

Answer 37

salesforce survey forecast

Question 38

What is this ?
extending a pattern observed in past data into the future

Answer 38

trend extrapolation

Question 39

What is this ?