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| targeting customers by collecting & analysing business info, conducting transactions, & maintaining online relationships w/ ppl by computers. |
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| Buyer-Seller communications in which ppl control the amount & type of info received from a marketer through such channels such as the internet |
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| International corporate network that allows employees W/I an org. to talk with each other & gain access to corporate info. |
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| search program that checks 100's of sites, gathers & assembles info, & brings it back to sender |
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| Sites that seek to build customer goodwill and suppliment other sales channels rather than to sell goods and services. |
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| Primary objective is to increase purchases by online visitors |
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| Online store where ppl can view & order merchandise |
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| group of virtual stores planned, coordinated, & operated as a unit for online shoppers |
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| Freestanding pc located in a store, that provides ppl w/ internet connections to a firn and it's goods and services. |
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| card embedded w/ pc chips that stores personnal and financial info |
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| % of ppl presented w/ a web banner ad who click it. |
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| % of visitors to a site who make a purchase |
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| mental and physical activities that occur during selection and purchasing of product |
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| mental and physical activities of ppl who use the purchased good or service |
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| ppl whose opinions are valued & to whom a person looks for guidance in their own behavior, values & conduct |
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| ppl who purchase new things and influence others to buy. |
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| inner state that directs a person toward the goal of satisfying a need |
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| meaning that a person attributes to incoming stimuli gathered through the 5 sences |
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| Knowledge or skill acquirred as a result of experience |
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| persons picture of themself |
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| # of alternitives that a consumer actually considers in making a purchasing decision |
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| features that a person considers in choosing among alternatives |
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| inbalance between beliefs & attitudes that occurs after an action or decision is madeon a purchase. |
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| routinized response behavior |
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| rapid consumer problem solving in which no new info is considered; the consumer has already set evaluative criteria & identified available options |
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| situation where a person invests some small amount of time and energy in searching for and evaluating alternitives |
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| Situation that envolves lengthy external searches and long delibration; results when brands are hard to categorize or evaluate |
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| Buying goods and services from suppliers worldwide |
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| demand for a resource that results from demand for the goods and services that are produced by that source. |
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| demand for a product that depends on the demand for another product used in combination with it. |
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| demand that, throughout an industry, will notb change significantly due to a price chande. |
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| using outside vendors to producegoods an services formerly produced in-house |
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| movement of high-wage jobs from the u.s. to lower-cost overeas locations |
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| systematic study of the components of a purchase to determine the most cost-effective approach |
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| assesment of supplier performance in areas such as, price back orders, timely delivery and attention to spacial requests. |
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| ppl in an organizational buying action |
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| ppl and firms that accuire products to support, directly or indirectly production of other goods and services. |
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| marketing intermediaries that operate in the trade sector |
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| consumer-based segmentation |
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| dividing a business-to-business market into homogeneous groups based on buyers pruduct spesifications |
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| North Amerixcan industrial classification system (NAICS) |
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Definition
| classification used by NAFTA countries to catergorize the business marketplace into detailed market segments. |
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| End-use application segmentation |
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Definition
| segmentation a business-to-business market based on how industrial purchasers will use the product |
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