| A | B |
|---|
| Business Market Categories | Producer,Reseller,Government,Institutional |
| Insitutional Market | Churches, Charitable Organizations, Private Colleges |
| Accountant who buys software | Producer Market |
| Evaluate based on sales per sq ft | Retailers |
| Reciprocity | 2 Businesses agree to buy from one another |
| Administrative Assistants | Gatekeepers |
| Sole Sourcing | Buying all of a certain part from one company |
| Joint Demand | Placing orders with one company for more than one product |
| Inelastic Demand | A price increase or decrease will not significantly affect |
| Individual Influence | Relationships in Firm |
| Institutional Markets | Nonbusiness goals |
| Target/Kmart | Resellers |
| Derived Demand | Purchasing products to be used producing consumer products |
| Factors that Influence Business Buying Decisions | Environmental,Organizational, Interpersonal, Individual |
| New-Task Purchase | Intitial Purchase |
| Modified Re-buy | New-Task Purchase Changed 2nd or 3rd time |
| Value Analysis | Examining the cost of products relative to design, quality and material used |
