industrial buying practices in which two organizations agree to purchase each other's products and services. The U.S. Justice Department disapproves of reciprocal buying because it restricts the normal operation of the free market
exists when a buyer and its supplier adopt mutually beneficial objectives, policies, and procedures for the purpose of lowering the cost or increasing the value of products and services delivered to the ultimate consumer
share common goals, risks, and knowledge important to a purchase decision.
These buy classes vary from the routine reorder, or straight rebuy, to the completely new purchase, termed new buy.
the buyer or purchasing manager reorders an existing product or service from the list of acceptable suppliers, probably without even checking with users or influencers from the engineering, production, or quality control departments
the users, influencers, or deciders in the buying center want to change the product specifications, price, delivery schedule, or supplier.
Organizational Buying Behavior
- the decision-making process that organizations use to establish the need for products and services and identify, evaluate, and choose among alternative brands and suppliers
a systematic appraisal of the design, quality, and performance of a product to reduce purchasing costs.
a list of firms believed to be qualified to supply a given item.
a seller puts an item up for sale and would-be buyers are invited to bid in competition with each other.
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