| A | B |
|---|
| Business-to-Business Marketing | marketing amied at bringing about a exchange in which a product or service is sold for any other use than personal consumption. the buyer may be a manufactuer,a reseller, or so on |
| Straight Rebuy | a type of organizational buying characterized by automatic and regular purchases of familiar products from regular suppliers |
| Modified Rebuy | an organizational buying situation in which a buyer is not completely satisfied with current suppliers or products and is shopping around rather than rebuying automatically |
| New Task Buying | an organizational buying situation in which a buyer is seeking to fill a need never beforeaddressed. uncertantiy and lack of infromation about products and suppliers characterize this situation |
| Buying Center | An informal, cross departmental decision unit, the primary objective of which is to acquire, distribute, and process relevant purchasing-related information. |
| User | the buying-center role played organizational member who will actually use the product |
| Buyer | the buying-center role played by the oranizational member with the formal authority ti purchase the product |
| Gatekeeper | the buying-center role played by the organizational member who controls the flow of information related to the purchase |
| Decider | the buying-center role played by the organizational member who makes the actual purchasing decision |
| Influencer | the buying-center role played by organizational members (or outsiders) who affect the purchase decision by supplying advice or infromation. |
| five characteristics of the business market | 1) particular business markets often contain few customers 2) customers are often geographically concentrated 3) buyers generally prefer to buy directly from the manufacturer or producer. 4) buyers have considerable expertise in buying. 5) business market is the importance of repeated market transactions. |
