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
| examples of organizational customers |
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Definition
| producers of goods & services, intermediaries, government units, nonprofit organizations |
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Term
| purchasing specifications |
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Definition
| a written (or electronic) description of what the firm wants to buy |
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Term
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Definition
| a certification that gives a way for a supplier to document its quality procedures according to internationally recognized standards |
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Term
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Definition
| a buying specialist for ones employer |
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Term
| Multiple buying influence |
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Definition
| several people, even top management, plays a part in making a purchase decision |
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Term
| Examples of buying influences |
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Definition
| users (production line workers), influencers (engineers, R&D), Buyers (purchasing managers), Deciders (approve and select supplier), Gatekeeper (control flow of information) |
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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
| North American Industry Classification System (NAICS) codes |
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Definition
| data about similar lines of businesses in terms of their number of establishments, sales volumes, and number of employees- broken down by geographic areas |
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Term
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Definition
| buyers that havent spent budgeted funds for cost of merchandise for 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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Term
| Foreign Corrupt Practices Act |
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Definition
| act passed by congress to prohibit U.S. firms from paying bribes to foreign officials |
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