Chapter 6 Notes - Vocabulary and Other important information. PDF

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Vocabulary and Other important information....

Description

Chapter 6 B-to-B digital and social media marketing- Using digital and social media marketing to engage customers at any place or time.

Business buyer behavior- Buying behavior of an organization that uses products to make others.

Buying center- People that play a role in purchase decision making Derived demand- Business demand that comes from the consumer demand E-procurement - Purchases through online resources Institutional market- Schools hospitals prisons and other institutions that provide goods and services to people in their care.

Modified rebuy- Consumer wants to modify product specifications Straight rebuy- A consumer reorders something without modification Supplier development- Finding a dependable supplier to supply the products or materials used to make their own products.

Pros- access to new suppliers Lower costs Faster processing and delivery Better information sharing Improves sales ConsErodes relationships (buyers search for new suppliers)

1. Environmental- (economy supply technology politics competition culture) 2. Organizational- ( strategies structure procedures) 3. Interpersonal- (influence) 4. Individual - (age education job personality preference buying style)

1. 2. 3. 4. 5. 6. 7. 8.

Problem recognition General need description Product specification Supplier research Proposal solicitation Supplier selection Order routine specification Performance review...