Term
| business and organizational customers |
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Definition
| any buyers who buy for resale or to produce other goods and services |
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Term
1. producers of goods and services
2. intermediaries
3. government units
4. nonprofit organizations |
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Definition
| types of organizational customers |
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Term
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Definition
| buying specialists for their employers. in large organizations, they usually specialize by product area and are real experts |
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Term
| multiple buying influence |
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Definition
| when several people play a part in making a purchase decision. (users, influencers, buyers, deciders, gatekeepers) |
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Term
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Definition
| all the people who participate in or influence a purchase |
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Term
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Definition
| a formal rating of suppliers on all relevant areas of performance |
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Term
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Definition
| when a customer organization has a new need and wants a great deal of information |
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Term
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Definition
| a routine repurchase that may have been made many times before |
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Term
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Definition
| the in-between process where some review of the buying situation is done |
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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 services rather than to produce them internally |
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Term
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Definition
| the buyers have budgeted funds that can be spent during the current period |
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Term
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Definition
| independent buying agents who work in central markets |
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