-
Business marketing
Marketing of goods and services to companies, governments, or not-for-profit organizations for use in the creation of goods and services that they can produce and market to others
-
Organizational buyers
Those manufacturers, wholesalers, retailers, and government agencies that buy goods and services for their own use or for resale
-
Three markets of industrial buyers
- 1. industrial
- 2. reseller
- 3. government
-
Industrial markets
Include firms that in some way reprocess a product or service they buy before selling it again to the next buyer
-
Reseller markets
Buy physical products and resell them without any reprocessing
-
Government markets
Federal, state, and local agencies that buy goods and services for the constituents they serve
-
NAICS
- North American Industry Classification System
- Groups economic activity to permit studies
-
Derived demand
Demand for industrial products is driven by consumer demand for products and services
-
Organizational buying criteria
- Price
- Ability to meet quality specs
- Ability to meet delivery schedules
- Technical capability
- Warranties and claim policies
- Past performance
- Production facilities and capacity
-
ISO 9000
Certifies companies manufacturing and service facilities to ensure quality
-
Supplier development
Deliberate effort to build relationships that shape suppliers' products to fit a buyer's needs and those of its customers
-
Reciprocity
Industrial buying practice in which two organizations agree to buy each other's products and services
-
Buying center
Group of people involved in making a buying decision
-
Organizational buying behavior
Decision making process that organizations use to establish what they need and who to buy from
-
Value analysis
Systematic appraisal of a product to reduce purchasing costs
|
|