Term
| business to business (B2B) marketing |
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Definition
| Purchases by organizations of goods and services to support production of other goods and services, for use in daily company operations, or for resale |
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Term
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Definition
| Demand for a business product resulting from demand for a consumer product of which it is a part. |
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Term
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Definition
| Individuals and firms that acquire products (goods and services) to support production of other products whether directly or indirectly. |
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Term
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Definition
| Demand for one business product that depends on the demand for a second business product that is required to use the first |
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Term
| customer-based segmentation |
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Definition
| Dividing a business to business market into homogeneous groups based on buyers’ product specifications |
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Term
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Definition
| Policy of extending purchasing preference to suppliers who are also customers |
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Term
| North American Industrial Classification System (NAICS) |
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Definition
| Replacement for the Standard Industrial Classification (SIC) now used by NAFTA countries to categorize the business market into detailed segments |
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Term
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Definition
| Systematic study of the components of a purchase to determine the most cost effective way to acquire the needed goods or services. |
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Term
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Definition
| Assessment of supplier performance in areas such as price, back orders, timeliness of deliveries, and attention to special requests. |
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Term
| end-use application segmentation |
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Definition
| Segmentation of a B2B market based on how industrial purchasers will use the product. |
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Term
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Definition
| Participants in an organizational buying action |
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Term
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Definition
| Contracting to purchase goods and services from suppliers worldwide |
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