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| The buying behavior of the organizations that buy goods and services for use in other production of other products and services or for a purpose of reselling or renting to others at a profit |
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| The decision process by which business buyers determine which products and services their organizations need to purchase, and then find, evaluate, and choose among alternative suppliers |
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| Business demand that ultimately comes for the demand for consumer goods |
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| Systematic development of networks of supplier-partners to ensure an appropriate and dependable supply of products and materials that they will use in making their own products or resell others |
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| Business buying situation in which the buyer routinely reorders something without modifications |
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| Business buying situation in which the buyer wants to modify the product specifications,price,or suppliers |
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| Business buying situation in which the buyer purchases a product or service for the first time |
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| Buying a packaged solution to a problem from a single seller, thus avoiding all the separate decisions involved in a complex buying situation |
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| All the individual and units that participate in the business buying decision process |
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| Members of the buying organization who will actually use the the purchased product or service |
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| People in an organization's buying center who affect the buying decision; they often help define specifications and also provide information for evaluating alternatives |
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| The people who make an actual purchase |
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| People in the organization's buying center who have formal or informal power to select or approve the final suppliers |
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| People in an organization's buying center who control the flow of information to others |
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| The first stage of the business buying process in which someone in the company recognizes a problem or need that can be met by acquiring a good or service |
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| The stage in the business buying process in which the company describes the general characteristics and quantity of a needed item |
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| The stage in the business buying process in which the buying organization decides on and specifies the best technical product characteristics for a needed item |
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| An approach to cost reduction in which components are studied carefully to determine if they can be redesigned, standardized, or made less costly methods of production |
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| The stage in the business buying process in which the buyer tries to find the best vendors |
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| The stage in the business buying process in which the buyer invites qualified suppliers to submit proposals |
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| The stage in the business buying process in which the buyer reviews proposals and chooses a supplier |
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| The stage in the business buying process in which the buyer assesses the performance of the supplier and decides to continue, modify, or drop the arrangement |
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| Schools, hospitals, nursing, homes, prisons, and other institutions that provide goods and services to people in their care |
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| Governmental units - federal, state, and local - that purchase or rent goods and services for carrying out the main functions of government |
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