Ch7

Refers to the process of buying and selling goods or services to be used in the production of other goods and services for consumption by the buying organization and or Resale by the wholesalers and retailers

Transactions is not the product or service itself rather it is the ultimate user of that product or service

V2c often and Tails a simple transaction between a retailer and an individual consumer B2B involves more complex and multiple members of both of by organization

Manufacturers and service providers sell to other businesses resellers institutions and governments as well

Manufacturers by raw materials components and parts that allow them to make and Market their own good and services

Are marketing intermediaries that sell manufactured products without significantly altering them

Buy products and sell them to retailers then retailers sell those products and sell them to the ultimate consumer

Marketing refers to the process of buying and selling goods or services for use in producing other goods and services for consumption by the buying organization and or for Resale by the wholesale and retailers

When a firm buys raw materials from another to make its product

The main are going to stations that make up business-to-business are manufactures resellers institutions and governments

Can be thought of as intermediary

All of the following are involved in business-to-business marketing

When a firm sells two other firms instead of focusing on serving consumers the firm is participating in B2B

Need recognition

Product specification

RFP process

Proposal analysis and supplier selection

Order specification

Vendor performance assessment using metrics

Person who first suggest buying the product

Person who views persuade others

Person who ultimately determines the buying decision

Person who handles paperworks of purchase

Person who consumes or uses the product

Person who controls information or access

Refers to a set of unspoken guidelines that employs share in various work situation

During the B2B buying process a firm will typically invite alternative suppliers to bid on supplying the firms required components for a product this stage in which proposals are called for is called the RFP request for proposal

Democratic autocratic consultative and incentives are different types of organizational buying vultures

The three B2B buying situations our new Buy modified rebuy and straight rebuys

The buying firm posting its RFP needs on its own website and contacting potential suppliers

Hospitals universities religious organizations to which a B2B vendor with sell a product

A firms are going to stational culture demonstrates the values traditions and Customs that moderate its employees Behavior

Even though their maybe multiple participants one person makes a decision alone

Majority rules

Use one person to make a decision but solicit input from others before doing so

All members of the team must we took Collective Agreement that they can support a particular purchase

Need recognition product specification RFP process order specification and vendor performance

To receive oh office supplies without any changes made from the previous order

Member involvement will be intense often from both buyers and sellers and several members of the buying Center will be involved

One person makes a decision autocratic

Once a firm recognizes the need the firm will consider alternative Solutions and develop a list of requirements to give potential vendors

A company will develop a potential product specification of supplier uses to develop proposals

The person who handles the paperwork of the actual purchase and is responsible for making the purchase

In the third stage of the B2B buying process the firm will invite alternative suppliers to bid on supplying the firms required components

The role that controls information access or both to decision-makers and influencers

The term used to identify the person who made agree with the initiator and ask others from the front to agree with need for a particular request

B2B marketing companies often communicate via specialized webportal and the mentioned above are the advantages of using these portals

When your company places its regular office supply in order with the opposite Pie Company without making any changes to the previous order

Using a diagram using metrics to evaluate supplier of raw materials to a manufacturer

Consumers desire for cereal as an example of this process for the producer because people want it they make it

Both the B2B and b2c buying processes use the same overall concept from recognizing need three valuation but their approaches are a little different. B2B buyers are typically more formal and they're buying decisions indicating their needs in writing and submitting their formal proposals in contrast b2c buyers are usually more informal in there buying decisions where the purchase may be unplanned or even impulsive

First off to negotiate the terms of financing quality and price

The Firm places its order

The participants range from employee with formal rules in the purchasing decision to design team members who are requesting or specifying a particular item

Approve products pacifications in purchase agreements and pass the information along with recommendations

Which will make the determination as to which product is purchased from which supplier if purchased at all