Term
| Business and organizational customers |
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Definition
Buyers who buy for resale or to produce other goods and services
-Producers: manufacturers, farmers, real estate developers, hotels, banks
-Intermediaries: wholesalers and retailers
-Gov't units: federal agencies and state and local governments
-Nonprofit org: red cross and girl scouts, museums and churches |
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Term
| Purchasing specifications |
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Definition
| written description of what the firm wants to buy |
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Term
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Definition
| supplier to document its quality procedure according to internationally recognized standards |
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Term
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Definition
| buying specialists for their employers |
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Term
| Multiple buying influence |
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Definition
means that several people -even top management-play a part in making a purchasing decision
-Users: production line workers or supervisors
-Influencers: engineering or R&D ppl who help write specifications or supply info for evaluating alternatives
-Buyers: purchasing managers who work with suppliers and arrange the terms of sale
-Deciders: people who have the power to select or approve the supplier
-Gatekeepers: people who control the flow of info within the organization (managers, secretary, research asst, etc) |
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Term
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Definition
| all the people who participate in or influence a purchase (buyers, influencers, users, gatekeepers, deciders) |
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Term
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Definition
| formal rating of suppliers on all relevant areas of performance |
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Term
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Definition
| a request to buy something. if someone wants to purchase something, they usually fill this out. usually handled online |
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Term
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Definition
| occurs when a customer organization has a new need and wants a great deal of info. can involve setting product specifications, evaluating sources of supply, and establishing an order routine that can be followed in the future |
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Term
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Definition
| Routine repurchase that may have been made many times before |
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Term
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Definition
| in-between process where some review of the buying situation is done-though not as much as in new task buying |
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Term
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Definition
| the terms of sale offered by the supplier in response to the purchase specifications posted by a buyer |
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Term
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Definition
| reliably getting products there JUST before the customer needs them |
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Term
| Negotiated contract buying |
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Definition
| agreeing to contracts that allow for changes in the purchase arrangements |
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Term
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Definition
| contract with an outside firm to produce goods or service rather than to produce them internally |
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Term
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Definition
North American Industry Classification System codes
-groups of firms in similar lines of business |
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Term
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Definition
| buyers have budgeted funds that can be spent during the current period |
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Term
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Definition
| independant buying agents who work in central markets for several retailer or wholesaler customers based in outlying areas or other countries |
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Term
| Foreign Corrupt Practices Act |
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Definition
| prohibits US firms from paying bribes (to speed up processing of routine paperwork, inspections, etc) to foreign officials |
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