Individuals and firms that
acquire goods and services to be used, directly or indirectly, to produce other
goods and services.
Retailers or wholesalers that
purchase products for resale to others.
Differences between the price
charged for a manufactured product and the cost of the raw material and other
inputs.
(SIC) Government classification
system that subdivides the industrial marketplace into detailed market
segments.
Demand for an industrial product
that is linked to the demand for a consumer product.
Demand for an industrial product
as related to the demand for another industrial product that is necessary for
the use of the first item.
Using just one vendor in a
purchasing situation.
Using several vendors in a
purchasing situation.
Systematic study of the
components of a purchase to deter mine the most cost&-effective way to
acquire the item.
Assessment of the supplier's
performance in areas such as price, back orders, timely delivery, and attention
to special requests.
Centralization of the
procurement function within an internal division or external supplier.
Recurring purchase decisions in
which an item that has performed satisfactorily is purchased again by a
customer.
Situation in which purchasers
are willing to reevaluate available options in a repurchase of the same good or
service.
First&-time or unique
purchase situation that requires considerable effort on the decision makers'
part.
Participants in the
organizational buying action.
Practice of extending purchasing
preference to suppliers who are also customers.
Written sales proposals from
vendors.
Written descriptions of a good
or service needed by a firm.
