Chapter Learning Objectives
1.	Understand the range of organizations that are involved in industrial purchasing.
2.	Discuss how business and consumer buying are different.

I. Organizational markets

 

A. Producer markets

 

B. Reseller markets

 

 

C. Government markets

 

 

D. Institutional markets (not discussed in text)

 

 

II. Dimensions of organizational buying

A. Characteristics of organizational transactions

1. Size of purchase

 

2. Frequency of negotiation

 

3. Close supplier-customer relations

 

4. Geographic concentration of buyers

 

5. Derived demand

 

6. Joint demand

 

7. Inelastic demand

 

8. Professional procurement

 

9. Reciprocity

 

B. Types of organizational purchases

1. New buy

 

2. Modified rebuy

 

3. Straight rebuy

C. Online buying behavior

D. North American Classification System (NAICS)

Schedule

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