Stanley J. Shapiro
Kenneth B. Wong,
Queens School of Business
William D. Perreault,
University of North Carolina
E. Jerome McCarthy,
Michigan State University
| Agribusiness | A term used to describe the move toward bigger and more businesslike agricultural enterprises.
(See Refer to page(s) 214)
|
 |
|
|
| Buyers | People who make the actual purchase of the product or service.
(See Refer to page(s) 194)
|
|
|
|
| Buying centre | All the people who participate in or influence a purchase.
(See Refer to page(s) 193)
|
|
|
|
| Co-operation | The buyer and seller working together to achieve both mutual and individual objectives.
(See Refer to page(s) 204)
|
|
|
|
| Competitive bids | Terms of sale offered by different suppliers in response to the buyer's purchase specifications.
(See Refer to page(s) 202)
|
|
|
|
| Contract farming | Involves farmers obtaining supplies and working capital from local dealers or manufacturers who agree to purchase that farm's output.
(See Refer to page(s) 213)
|
|
|
|
| Deciders | People who evaluate the alternatives that are identified by gatekeepers.
(See Refer to page(s) 194)
|
|
|
|
| Description (specification) buying | Buying from a written (or verbal) description of the product.
(See Refer to page(s) 202)
|
|
|
|
| Influencers or gatekeepers | People who help to define the specifications for what is bought and for gathering information on the alternative ways of meeting those specifications, respectively.
(See Refer to page(s) 194)
|
|
|
|
| Information sharing | The provision of access to information that is useful to both the buyer and the seller.
(See Refer to page(s) 204)
|
|
|
|
| Initiators | Those people who act as a catalyst for the buying process.
(See Refer to page(s) 194)
|
|
|
|
| Inspection buying | Looking at every item.
(See Refer to page(s) 202)
|
|
|
|
| ISO 9000 | A way for a supplier to document its quality procedures according to internationally recognized standards.
(See Refer to page(s) 195)
|
|
|
|
| Just-in-time delivery | Reliably getting products there just before the customer needs them.
(See Refer to page(s) 205)
|
|
|
|
| Legal bonds | Like contracts; useful when purchases are straightforward.
(See Refer to page(s) 205)
|
|
|
|
| Marketing boards | An important type of marketing institution for agricultural products. They differ in the powers they can exercise.
(See Refer to page(s) 214)
|
|
|
|
| Modified rebuy | The in-between process where some review of the buying situation is done-though not as much as in new-task buying or as little as in straight rebuys.
(See Refer to page(s) 198)
|
|
|
|
| Multiple buying influence | Several people share in making a purchase decision-perhaps even top management.
(See Refer to page(s) 193)
|
|
|
|
| Negotiated contract buying | Agreeing to a contract that allows for changes in the purchase arrangements.
(See Refer to page(s) 202)
|
|
|
|
| New-task buying | When an organization has a new need and the buyer wants a great deal of information.
(See Refer to page(s) 198)
|
|
|
|
| Open to buy | A buyer has budgeted funds that can be spent during the current time period.
(See Refer to page(s) 210)
|
|
|
|
| Operational linkages | Direct ties between the internal operations of the buyer and seller firms.
(See Refer to page(s) 205)
|
|
|
|
| Purchasing managers | Buying specialists for their employers.
(See Refer to page(s) 192)
|
|
|
|
| Reciprocity | Trading sales for sales-that is, [quote]If you buy from me, I'll buy from you[quote].
(See Refer to page(s) 196)
|
|
|
|
| Relationship-specific adaptations | Changes in a firm's product or procedures that are unique to the needs or capabilities of a relationship partner.
(See Refer to page(s) 206)
|
|
|
|
| Requisition | A request to buy something.
(See Refer to page(s) 198)
|
|
|
|
| Sampling buying | Looking at only part of a potential purchase.
(See Refer to page(s) 202)
|
|
|
|
| Straight rebuy | A routine repurchase that may have been made many times before.
(See Refer to page(s) 198)
|
|
|
|
| Users | The people who actually use the product or service being bought.
(See Refer to page(s) 194)
|
|
|
|
| Vendor analysis | Formal rating of suppliers on all relevant areas of performance.
(See Refer to page(s) 195)
|
2002 McGraw-Hill Higher Education