Glossary
Chapter 5: Organisational Markets and Business-to-Business Buying BehaviourJump to a chapter's terms: 1 | 2 | 3 | 4 | 5 | 6 | 7 | 8 | 9 | 10 | 11 | 12 | 13 | 14 | 15 | 16 | 17 | 18 | 19 | 20 | 21 | 22 | 23 | 24
- Business-to-business (or industrial) buying behaviour
- The purchase behaviour of producers, resellers, government units and institutions. p. 151
- Buying centre
- The group of people within an organisation who are involved in making business-to-business purchase decisions. p. 152
- Derived demand
- Demand for industrial products which arises from the demand for consumer products. p. 150
- Environmental factors
- Uncontrollable forces such as politics, competitive and economic factors, legal and regulatory issues, technological changes and socio-cultural issues. p. 157
- Government markets
- Departments that buy goods and services to support their internal operations and to provide the public with education, water, energy, national defence, road systems and healthcare. p. 143
- Individual factors
- The personal characteristics of individuals in the buying centre, such as age, education, personality, position in the organisation and income level. p. 158
- Industrial marketing
- Activities directed towards facilitating and expediting exchanges between industrial markets and industrial producers. p. 158
- Inelastic demand
- Demand which is not significantly affected by a price increase or decrease. p. 150
- Input-output data
- Information on what types of industries purchase the products of a particular industry. p. 159
- Institutional markets
- Organisations with charitable, educational, community or other non-business goals. p. 144
- Interpersonal factors
- The relationships among the people in the buying centre. p. 157
- Joint demand
- Demand that occurs when two or more products are used in combination to produce a product. p. 150
- Modified re-buy purchase
- A new task purchase that is changed when it is re-ordered or the requirements associated with a straight re-buy purchase are modified. p. 148
- New task purchase
- An organisation's initial purchase of an item to be used to perform a new job or to solve a new problem. p. 148
- Organisational (or industrial) market
- Individuals or groups that purchase a specific type of product for re-sale, for use in making other products or for use in daily operations. p. 139
- Organisational factors
- Include the buyer's objectives, purchasing policies and resources, as well as the size and composition of its buying centre. p. 157
- Producer markets
- Buyers of raw materials and semi-finished and finished items used to produce other products or in their own operations. p. 140
- Reciprocity
- An arrangement unique to business-to-business marketing in which two organisations agree to buy from each other. p. 145
- Relationship management
- The process of encouraging a match between the seller's competitive advantage and the buyer's requirements over an item's life cycle. p. 153
- Relationship marketing
- All of the activities an organisation uses to build, maintain and develop customer relations. p. 152
- Reseller markets
- Intermediaries, such as wholesalers and retailers, who buy finished goods and re-sell them to make a profit. p. 140
- Retailers
- Intermediaries that purchase products and re-sell them to final consumers. p. 142
- Sole sourcing
- A buying process that involves the selection of only one supplier. p. 157
- Standard Industrial Classification (SIC) system
- A system that provides information on different industries and products, and classifies economic characteristics of industrial, commercial, financial and service organisations. p. 158
- Straight re-buy purchase
- A routine re-purchase of the same products under approximately the same terms of sale. p. 148
- Wholesalers
- Intermediaries who purchase products for re-sale to retailers, other wholesalers and producers, governments and institutions. p. 140