BUSML 3250 Exam 2 Study Guide
1. Pure tangible good: any product that can be offered to the market for acquistion or
consumption that does not include a service 2. pure service: only a service no product to sell
2. service: nontangible product, where a benefit, activity, or safisfaction is offered
3. business buyer behavior: buying behavior of organizations
4. business buying process: decision process which business buyers determine what
product/service to buy
5. derived demand: business demand that ultimately comes from demand for consumer goods
6. supplier development: development of networks of suppliers to ensure dependable supply
of products for making products to sell to consumers
7. straight rebuy: business buying stituation where the buyer routinely reorders something
without any modifications
8. modified rebuy: buyer wants to modify product specifications, prices, terms, or suppliers
9. New task: buyer purchases a product or service for the first time
10. Systems selling (or solutions selling): buying a packaged solution from a single seller
11. buying center: all individuals and units that play a role in decision making process of
purchase
12. users: members of the buying company who will actually use the product 14. influencers:
people in the organization's buying center who affect the buying decision
13. buyers: people making the actual purchase
14. deciders: people in the buying center that have the formal or informal power to select or
approve the final suppliers
15. gatekeepers: people in an organization's buying center who control the flow of information
to others
16. Problem recognition: stage in business buying process which a company recognizes a
problem that needs to be met by aquiring a good or service
17. general need description: stage is bbp which a buyer describes the characteristics and
quantity of what is needed
18. product specification: stage of bbp which buying organization decides on and specifies the
best technical product characteristic for a needed item
19. Supplier search: stage of bbp which the buyer tries to find the best vendors 22. Proposal
solicitation: stage of bbp which buyer invites qualified suppliers to submit proposals
20. 23. supplier selection: Stage of business buying process which the buyer reviews proposals
and selects a supplier
21. 24 order-routine specification: stage of bbp which buyer writes final order to supplier
22. performance review: stage of bbp which buyer assess the performance of the supplier and
decides to continue, modify, or drop the arrangement