Term
| Business and organizational customers (174) |
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Definition
| Any buyers who buy for resale or to produce other goods and services |
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Term
| Purchasing Managers (177) |
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Definition
| Buying specialists for their employers |
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Term
| Five Multiple Buying Influence Positions |
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Definition
1. Users-perhaps production line workers or their supervisors
2. Influences-perhaps engineering or R&D people who help write specifications or supply information for evaluating alternatives
3. Buyers-the purchasing managers who have the responsibility for working with suppliers and arranging the terms of the sale.
4. Deciders-the people in the organization who have the power to select or approve the supplier--often a purchasing manager, but perhaps top management for larger purchases.
5. Gatekeepers- people who control the flow of information within the organization--perhaps a purchasing manager who shields users or other deciders. Gatekeepers can also include receptionists, secretaries, research assistants, and others who influence the flow of information about potential purchases. |
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Term
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Definition
| All the people who participate in or influence a purchase |
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Term
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Definition
| Formal rating of suppliers on all relevant areas of performance |
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Term
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Definition
| When an organization has a new need and the buyer wants a great deal of information |
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Term
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Definition
| A routine repurchase that may have been made many times before |
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Term
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Definition
| The in-between process where some review of the buying situation is done--though not as much as in new-task buying or as little as in straight rebuys |
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Term
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Definition
| term of sale offered by different suppliers in response to the buyer's purchase specifications. |
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Term
| Foreign Corrupt Practices Act (197) |
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Definition
| A law passed by the U.S. congress in 1977 that prohibits U.S. firms from paying bribes to foreign officials. |
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