Management and Organizational Studies 2320A/B Chapter Notes - Chapter 5: Business Marketing, North American Industry Classification System, White Paper

• School: Western University
• Department: Management and Organizational Studies
• Course: Management and Organizational Studies 2320A/B
• Professor: John White

Document Summary

B2b marketing: 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 or for resale by wholesalers and retailers. Resellers: marketing intermediaries that resell manufactured products without significantly altering their form. Identify the right people or decision makers who can authorize or influence purchases: must understand the buying process of each potential client. Identify the factors the influence the buying process of potential clients. Derived demand: the linkage between consumers" demand for a company"s output and its purchase of necessary inputs to manufacture or assemble that particular output: demand in some is inelastic (no change in consumption with change in price) Naics: a classification scheme that categorizes all firms into a hierarchical set of six-digit codes: way to segment market or can go by geography, firm/account size, or types of product purchased.