Mktg Chp 7

Mktg of goods/serv to indiv. and orgs for purposes other than personal consumption

Use of the internet to facilitate the exchange of goods/serv & info between orgs

Measure of a website's effectiveness calculated by multiplying the frequency of visits by the duration of a visit by the # of pages viewed during each visit

Elimination of intermediaries such as wholesalers or distributers from a mktg channel

Reintroduction of an intermediary between producers & users

Cooperative agreement between biz firms

Firm's belief that an ongoing relationship with another firm is so important that the relationship warrants max efforts at maintaining it indefinitely

The condition that exists when 1 party has confidence in an exchange partner's reliability & integrity

Network of interlocking corporate affiliates

Indivs & orgs that buy biz goods & incorporate them into the products they produce for eventual sale to other producers or to consumers

Detailed numbering system developed by US, Canada & Mexico to classify N. Amer. biz establishments by their main production processes

Demand for biz products

Demand for 2+ items used together in a final product

Phenomenon in which a small increase or decrease in consumer demand can produce a much larger change in demand for the facilities & equip needed to make the consumer product

Electronic trading floor that provides companies with integrated links to their customers & suppliers

Practice where biz purchasers choose to buy from their own customers

Capital goods such as large or expensive machines, mainframe computers, blast furnaces, generators, airplanes & buildings

**Type of biz product

goods, such as portable tools & office equip, that are less expensive & shorter-lived than major equip

**Type of biz product

Unprocessed extractive or agricultural products, such as mineral ore, lumber, wheat, corn, fruits, veggies & fish

**Type of biz products

Either finished items ready for assembly or products that need very little processing before becoming part of soe other product

**Type of biz products

Products used directly in manufacturing other products

**Type of biz products

Consumable items that do not become part of the final product.

Expense items that do not become part of a final product

All those people in an org who become involved in the purchase decision

• New Buy - purchase of product for first time
• Modified Rebuy - change in original g/s is desired
• Straight Rebuy - reorders same g/s without looking for new

• Derived demand
• Joint demand