BU352 Chapter Notes - Chapter 5: Business Marketing, Organizational Culture, North American Industry Classification System
Document Summary
Bu352 ch5 b2b marketing: key term from textbook. Autocratic buying centre: a buying centre in which one person makes the decision alone, though there may be multiple participants. 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. Buyer: the buying centre participant who handles the paperwork of the actual purchase. Buying centre: the group of people typically responsible for the buying decisions in large organizations. Consensus buying centre: a buying centre in which all members of the team must reach a collective agreement that they can support a particular purchase. Consultative buying centre: a buying centre in which one person makes the decision, but he or she solicits input from others before doing so.
