Home > Flashcards > Marketing > Marketing Chap 10

Details Title: Marketing Chap 10 Description: Marketing Chap 10 Total Flash Cards: 12 Created: 02/24/2007 14:36:02	To study from this set of flash cards, or to create your own your own study flash cards, register HERE. If you are already a registered user, CLICK HERE.
Cards Term business to business (B2B) marketing 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 Term derived demand Definition Demand for a business product resulting from demand for a consumer product of which it is a part. Term commercial market Definition Individuals and firms that acquire products (goods and services) to support production of other products whether directly or indirectly. Term joint demand Definition Demand for one business product that depends on the demand for a second business product that is required to use the first Term customer-based segmentation Definition Dividing a business to business market into homogeneous groups based on buyers’ product specifications Term reciprocity Definition Policy of extending purchasing preference to suppliers who are also customers Term North American Industrial Classification System (NAICS) Definition Replacement for the Standard Industrial Classification (SIC) now used by NAFTA countries to categorize the business market into detailed segments Term value analysis Definition Systematic study of the components of a purchase to determine the most cost effective way to acquire the needed goods or services. Term vendor analysis Definition Assessment of supplier performance in areas such as price, back orders, timeliness of deliveries, and attention to special requests. Term end-use application segmentation Definition Segmentation of a B2B market based on how industrial purchasers will use the product. Term buying center Definition Participants in an organizational buying action Term global sourcing Definition Contracting to purchase goods and services from suppliers worldwide