Chapter 6 Flashcards
(19 cards)
A list of firms believed to be qualified to supply a given item.
bidder’s list
The marketing of goods and services to companies, governments, and nonprofit organizations for use in the creation of goods and services that they can produce and market to others.
business marketing
Consists of three types of organizational buying situations: straight rebuy, new buy, and modified rebuy.
buy classes
The group of people in an organization who participate in the buying process and share common goals, risks, and knowledge important to a purchase decision.
buying center
The demand for industrial products and services that is driven by, or derived from, demand for consumer products and services.
derived demand
Online trading communities that bring together buyer and supplier organizations to make the real-time exchange of information, money, products, and services.
e-marketplaces
Also called B2B exchanges or e-hubs
e-marketplaces
Standards for registration and certification of a manufacturer’s quality management and assurance system based on an on-site audit of practices and procedures developed by the International Standards Organization (ISO).
ISO 9000
An evaluation of whether components and assemblies will be purchased from outside suppliers or built by the company itself.
make-buy decisions
Provides common industry definitions for Canada, US, and Mexico, which makes it easier to measure economic activity in the three member countries of the NAFTA.
North American Industry Classification System (NAICS)
Those manufacturers, wholesalers, retailers, and government agencies that buy goods and services for their own use or for resale.
organizational buyers
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.
organizational buying behavior
The objective attributes of the supplier’s products and services and the capabilities of the supplier itself.
organizational buying criteria
An industrial buying practice in which two organizations agree to purchase eachother’s products and services.
reciprocity
In an e-marketplace, it is 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.
reverse auction
The deliberate effort by organizational buyers to build relationships that shape suppliers’ products, services, and capabilities to fot a buyer’s needs and those of its customers.
supplier development
A relationship that 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 customer.
supply partnership
In an e-marketplace, it is an online auction in which a seller puts an item up for sale and would-be buyers are invited to bid in competition with eachother.
traditional auction
A systematic appraisal of the design, quality, and performance of a product to reduce purchasing costs.
value analysis
