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Definition
| This includes assemblies and sub-assemblies like spark plugs, radiators, and steering wheels. |
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Term
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Definition
| This refers to the entity that has final responsibility for the purchase decision in marketing to businesses. |
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Term
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Definition
| The demand for a product that is caused by the purchase and use of another product or service. |
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Term
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Definition
| This refers to an entity that acts to keep outsiders away from those actually writing the specification or making the decision in business marketing. |
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Term
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Definition
| This refers to an entity that can influence a specification or decision in business marketing. |
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Term
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Definition
| This refers to the entities that begin the purchasing [evaluation] cycle in business marketing. |
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Term
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Definition
| This category includes factories, warehouses, and office buildings. |
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Term
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Definition
| Demand for two or more products that are used together to create a different product. |
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Term
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Definition
| All items used for the maintenance, repair, and operation of a facility and its equipment. |
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Term
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Definition
| This refers to the entity that actually places the purchase orders in business marketing. |
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Term
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Definition
| Includes all purchased services like grounds maintenance and housekeeping. |
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Term
| Business purchasing cycle |
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Definition
| This represents the entire set of steps from initial investigation to ongoing vendor evaluation. |
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Term
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Definition
| This refers to the entities that determine whether a product is suitable for the intended purpose in business marketing. |
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Term
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Definition
| Items used to help make a finished product like drill presses and assembly lines. |
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Term
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Definition
| This refers to the entities that utilize the product in business marketing. |
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Term
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Definition
| A sales approach resulting in a single vendor providing a total solution. |
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Term
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Definition
| Includes basic items including things like rolled steel, rubber, and plastic resins. |
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