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chapter 7 - Exam 2 - Flashcards

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Class:MKT 320F - FOUNDATIONS OF MARKETING
Subject:Marketing
University:University of Texas - Austin
Term:Fall 2011
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business and organizational customers any buyers who buy for resale or to produce other goods and services which include producers of goods and services, intermediaries, government units, and non profit organizations 
purchasing specifications written description of what the firm want to buy. These tend to be very detailed because services are less standardized and usually are not performed until after its purchased
ISO 9000  a way for a supplier to documents it quality procedures according to internationally  recognized standards 
purchasing managers buying specialists for their employers to ensure that purchases are handled sensibly 
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salespeople they usually go through a purchasing manager first. These managers want  them to provide accurate information that will help them solve problems and buy wisely . try to convince everyone in the organization 
users production line workers 
influences engineering or R and D people how write specifications or supply info evaluating alternative 
buyers purchasing managers who work with suppliers and arrange the term of sales
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deciders who approve 
gatekeepers receptionist, , people who control flow of information about potential purchases 
vendor analysis formal rating of suppliers on all relevant areas of performance. the goal is to lower the costs associated with the purchase.  
price and product
requisition request to buy something which is meant to centralize control on who can make purchases 
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new task buying when a customer organization has a new need and want a lot of info. multiple buying influence is typical. this involves setting product specifications, evaluating sources of supply, and establishing an order routine that can be followed in the future, if good results from product ( they look for more information ) 
straight rebuy routine repurchase that may have been made many times before which doesn't require any new info or new sources
supplier should have an attractive marketing mix, then the lower cost 
modified rebuy in between process where some review of the buying situation is done. Alert marketers can find opportunities by improving marketing mix for orgs that straight rebuy
competitive bid terms of sale by supplier in response to the purchase specifications posted by a buyer . Supplier with the better pice and also better marketing mix is selected by the buyer. Buyers post their requirements on their site which increases the competition between the suppliers and decreases cost .
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online reverse auctions are for undifferentiated products, personal computer, 
they begin with suppliers placing a bid for specific goods and services. Each bid is visible to all the suppliers. Auctions are fast, cost efficient and convenient for buyers. Suppliers must make sure they don't lose money by lowering prices to win an auction. 
5 key dimension of buyers and seller realationships cooperative- 
operational linkages
shared info
legal bonds
cooperation me ants that buyer and seller work together to achieve mutual and individual objectives. problems are joint responsibility 
operational linkages are direct ties between internal operations of buyer and seller firms which involves ongoing coordination of activities between firms. it reduces total inventory cost maintains adequate inventory levels, and keeps production lines moving efficiently .
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shared relationships reduce uncertainty about the future.  share 
just in time delivery reliably getting products there just before customer needs them
negotiated contract buying agreeing to contracts that allow changes in purchase agreements but decribes general project. more flexible than detailed contracts
outsource contract with a outside rim to produce goods and services rather than to produce them internally. Usually in countries with lower labor costs.
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North American industry classification system groups of firms in similiar  line of business collect similar data, some of them coordinated their efforts. Breakdown of number of establishment, sales volume, number of employes by geographic areas
purchasing decisions in small service firms are handled by one person in charge, personal selling plays a really big role but advertising is needed. they use the internet for their purchases
retailers are purchasing agents themselves, their stuff is limited so firm doesn't buy everything, they go thorught straight re-buys 
open to buy under retailers and wholesalers 
- buyers have budgeted fund that can be spend during the current period. If the budget is spent, promotion or price cutting won't get the buyers to buy
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residence buyers usually paid independent buying agents who work in central markets for serverl retailer or wholesales customers based i outlying areas or other countries.  they buy new products as their costuerms run out of stock. They help small channel member reach each other inexpensively 
foreign corrupt practices act passed in 1977 by congress, prohibits us firms from paying bribes to foreign officials to say purchase decisions. 
system selling

o   government purchasing

o   marketing tool

o   system contracting

§  not having to deal with many different subscribers

§  its make it so much easier, contracting the idea

§  university for example, considered out the maintenance of our building.

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 business and organizational customersany buyers who buy for resale or to produce other goods and services which include producers of goods and services, intermediaries, government units, and non profit organizations 
 purchasing specificationswritten description of what the firm want to buy. These tend to be very detailed because services are less standardized and usually are not performed until after its purchased
 ISO 9000 a way for a supplier to documents it quality procedures according to internationally  recognized standards 
 purchasing managersbuying specialists for their employers to ensure that purchases are handled sensibly 
 salespeoplethey usually go through a purchasing manager first. These managers want  them to provide accurate information that will help them solve problems and buy wisely . try to convince everyone in the organization 
 usersproduction line workers 
 influencesengineering or R and D people how write specifications or supply info evaluating alternative 
 buyerspurchasing managers who work with suppliers and arrange the term of sales
 deciderswho approve 
 gatekeepersreceptionist, , people who control flow of information about potential purchases 
 vendor analysisformal rating of suppliers on all relevant areas of performance. the goal is to lower the costs associated with the purchase.  
price and product
 requisitionrequest to buy something which is meant to centralize control on who can make purchases 
 new task buyingwhen a customer organization has a new need and want a lot of info. multiple buying influence is typical. this involves setting product specifications, evaluating sources of supply, and establishing an order routine that can be followed in the future, if good results from product ( they look for more information ) 
 straight rebuyroutine repurchase that may have been made many times before which doesn't require any new info or new sources
supplier should have an attractive marketing mix, then the lower cost 
 modified rebuyin between process where some review of the buying situation is done. Alert marketers can find opportunities by improving marketing mix for orgs that straight rebuy
 competitive bidterms of sale by supplier in response to the purchase specifications posted by a buyer . Supplier with the better pice and also better marketing mix is selected by the buyer. Buyers post their requirements on their site which increases the competition between the suppliers and decreases cost .
 online reverse auctionsare for undifferentiated products, personal computer, 
they begin with suppliers placing a bid for specific goods and services. Each bid is visible to all the suppliers. Auctions are fast, cost efficient and convenient for buyers. Suppliers must make sure they don't lose money by lowering prices to win an auction. 
 5 key dimension of buyers and seller realationshipscooperative- 
operational linkages
shared info
legal bonds
 cooperationme ants that buyer and seller work together to achieve mutual and individual objectives. problems are joint responsibility 
 operational linkagesare direct ties between internal operations of buyer and seller firms which involves ongoing coordination of activities between firms. it reduces total inventory cost maintains adequate inventory levels, and keeps production lines moving efficiently .
 shared relationshipsreduce uncertainty about the future.  share 
 just in time deliveryreliably getting products there just before customer needs them
 negotiated contract buyingagreeing to contracts that allow changes in purchase agreements but decribes general project. more flexible than detailed contracts
 outsourcecontract with a outside rim to produce goods and services rather than to produce them internally. Usually in countries with lower labor costs.
 North American industry classification systemgroups of firms in similiar  line of business collect similar data, some of them coordinated their efforts. Breakdown of number of establishment, sales volume, number of employes by geographic areas
 purchasing decisions in small service firms are handled byone person in charge, personal selling plays a really big role but advertising is needed. they use the internet for their purchases
 retailersare purchasing agents themselves, their stuff is limited so firm doesn't buy everything, they go thorught straight re-buys 
 open to buyunder retailers and wholesalers 
- buyers have budgeted fund that can be spend during the current period. If the budget is spent, promotion or price cutting won't get the buyers to buy
 residence buyersusually paid independent buying agents who work in central markets for serverl retailer or wholesales customers based i outlying areas or other countries.  they buy new products as their costuerms run out of stock. They help small channel member reach each other inexpensively 
 foreign corrupt practices actpassed in 1977 by congress, prohibits us firms from paying bribes to foreign officials to say purchase decisions. 
 system selling

o   government purchasing

o   marketing tool

o   system contracting

§  not having to deal with many different subscribers

§  its make it so much easier, contracting the idea

§  university for example, considered out the maintenance of our building.

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