Business buyer behavior: The buying behavior of organizations that buy goods and
services for use in the production of other products and services that are sold, rented, or
supplied to others.
Business buying process: The decision process by which business buyers determine
which products and services their organizations need to purchase and then find, evaluate,
and choose among alternative suppliers and brands.
Derived demand: Business demand that ultimately comes from (derives from) the
demand for consumer goods.
Supplier development: Systematic development of networks of supplier-partners to
ensure an appropriate and dependable supply of products and materials for use in making
products or reselling them to others.
Straight rebuy: A business buying situation in which the buyer routinely reorders
something without modifications.
Modified rebuy: A business buying situation in which the buyer wants to modify product
specifications, prices, terms, or suppliers.
New task: A business buying situation in which the buyer purchases a product or service
for the first time.
Systems selling (solutions selling): Buying a packaged solution to a problem from a
single seller, thus avoiding all the separate decisions involved in a complex buying
situation.
Buying center: All the individuals and units that play a role in the purchase decision-
making process.
Users: Members of the buying organization who will actually use the purchased product
or service.
Influencers: People in an organization’s buying center who affect the buying decision;
they often help define specifications and also provide information for evaluating
alternatives.
Buyers: People in an organization’s buying center who make an actual purchase.
Deciders: People in an organization’s buying center who have formal or informal power
to select or approve the final suppliers.
Gatekeepers: People in an organization’s buying center who control the flow of
information to others.
Problem recognition: The first stage of the business buying process in which someone in
the company recognizes a problem or need that can be met by acquiring a good or a
service.
General need description: The stage in the business buying process in which a buyer
describes the general characteristics and quantity of a needed item.
Product specification: The stage of the business buying process in which the buying
organization decides on and specifies the best technical product characteristics for a
needed item.
Supplier search: The stage of the business buying process in which the buyer tries to find
the best vendors.
Proposal solicitation: The stage of the business buying process in which the buyer invites
qualified suppliers to submit proposals.
Supplier selection: The stage of the business buying process in which the buyer reviews
proposals and selects a supplier or suppliers.
Order-routine specification: The stage of the business buying process in which the buyer
writes the final order with the chosen supplier(s), listing the technical specifications,
quantity needed, expected time of delivery, return policies, and warranties.
Performance review: The stage of the business buying process in which the buyer
assesses the performance of the supplier and decides to continue, modify, or drop the
arrangement.
E-procurement: Purchasing through electronic connections between buyers and sellers—
usually online.
B-to-B digital and social media marketing: Using digital and social media marketing
approaches to engage business customers and manage customer relationships anywhere,
anytime.
Institutional market: Schools, hospitals, nursing homes, prisons, and other institutions
that provide goods and services to people in their care.
Government market: Governmental units—federal, state, and local—that purchase or rent
goods and services for carrying out the main functions of government.