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Objective Learning 1 Describe business marketing. Chapter 5 2002 South-Western 1 Business Marketing 1 The marketing of goods and services to individuals and organizations for purposes other than personal consumption. Chapter 5 2002 South-Western 2 What is Business Marketing? Business Products 1 Are used to manufacture other products Become part of another product Aid the normal operations of an organization Are acquired for resale without change in form Chapter 5 2002 South-Western Key is intended use 3 Learning Objective Describe the role of the Internet in business marketing. 2 Chapter 5 2002 South-Western 4 E-Commerce E-Commerce The process of selling goods and services on the Internet 2 Business E-Commerce Electronic transactions between companies Electronic transactions between business and individuals that purchase for individual consumption 2002 South-Western 5 Consumer E-Commerce Chapter 5 Benefits of Internet s Interactivity Convenience and increased efficiency Better customer service Lower transaction costs New relationship-building opportunities Chapter 5 2002 South-Western 2 6 Extranet 2 A private network that uses Internet technology and a browser interface. Chapter 5 2002 South-Western 7 Business E-Commerce Benefits 1. Lower prices 2. Greater selection of products and vendors 3. Access to customer and product sales data 4. Around-the-clock ordering & customer service 5. Lower costs 6. Customized products Chapter 5 2002 South-Western 2 8 Business Buying on the Internet Business buyers may purchase electronically by: Electronic data interchange links (EDI) The Internet 2 E-procurement yields benefits: Eliminates paperwork, Reduces time between order & delivery. E-procurement has problems: Eliminates some jobs, Can erode customer-supplier relationships, Can create security disasters. Chapter 5 2002 South-Western 9 Learning Objective Discuss the role of relationship marketing and strategic alliances in business marketing. 3 Chapter 5 2002 South-Western 10 Strategic Alliance 3 A cooperative agreement between business firms. (strategic partnership) Chapter 5 2002 South-Western 11 Benefits of Strategic Alliances Access to markets or to technology Economies of scale by combining activities Faster market entry for new products Sharing of risk 3 Chapter 5 2002 South-Western 12 Learning Objective Identify the four major categories of business market customers. . 4 Chapter 5 2002 South-Western 13 Categories of Business Customers Producers 4 Categories of Business Customers Resellers Institutions Governments Chapter 5 2002 South-Western 14 Learning Objective 5 Explain the major differences between business and consumer markets. Chapter 5 2002 South-Western 15 Business vs. Consumer Markets Characteristic Demand Volume # of Customers Location Distribution Nature of Buy Buy Influence Negotiations Reciprocity Leasing Promotion Chapter 5 5 Business Market Organizational Larger Fewer Concentrated More Direct More Professional Multiple More Complex Yes Greater Personal Selling 2002 South-Western Consumer Market Individual Smaller Many Dispersed More Indirect More Personal Single Simpler No Lesser Advertising 16 Demand in Business Markets Demand is... Derived Inelastic Joint Fluctuating Chapter 5 5 Description Demand for business products results from demand for consumer products A change in price will not significantly affect the demand for product Multiple items are used together in final product. Demand for one item affects all Demand for business products is more volatile than for consumer products 2002 South-Western 17 Multiplier Effect (Accelerator Principle) 5 Phenomenon in which a small increase or decrease in consumer demand can produce a much larger change in demand for the facilities and equipment needed to make the consumer product. Chapter 5 2002 South-Western 18 Learning Objective 6 Discuss the unique aspects of business buying behavior. Chapter 5 2002 South-Western 19 Business Buying Behavior Buying Centers Evaluation Criteria Aspects of Business Buying Behavior Buying Situations Purchasing Ethics Customer Service Chapter 5 2002 South-Western 20 6 Buying Center All those persons in 6 an organization who become involved in the purchase decision. Chapter 5 2002 South-Western 21 Roles in the Buying Center Initiator Influencers Gatekeepers 6 Decider Purchaser Users Chapter 5 2002 South-Western 22 Evaluative Criteria for Business Buyers 6 Chapter 5 2002 South-Western 23 Buying Situations New Buy Modified Rebuy 6 Straight Rebuy Chapter 5 2002 South-Western 24 Buying Situations New Buy A situation requiring the purchase of a product for the first time. 6 Modified Rebuy Straight Rebuy Chapter 5 A situation where the purchaser wants some change in the original good or service. A situation in which the purchaser reorders the same goods or services without looking for new information or investigating other suppliers. 2002 South-Western 25 Model of Business Buyer Behavior 6 Chapter 5 2002 South-Western 26 Major Influences on Business Buyer Behavior 6 Chapter 5 2002 South-Western 27 The Business Buying Process 6 Chapter 5 2002 South-Western 28
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Kent State >> MKTG >> 25010 (Fall, 2008)
The Marketing Environment and Marketing Ethics 2 chapter Chapter 3 Version 6e 2002 South-Western 1 Learning Objectives 1. Discuss the external environment of marketing, and explain how it affects a firm. 2 chapter 2. Explain the importance to...
Kent State >> ACCT >> 43020 (Fall, 2008)
Corporate Accounting III, Fall 2002 (A Supplement to Course Outline) Dr. Barniv, Professor of Accounting Other Materials: It is strongly recommended that you use 2-column or 4-column columnar pads for Homework solutions involving journal entries, wor...
Kent State >> BUSINESS >> 34060 (Fall, 2009)
OPERATIONS MANAGEMENT ADMS 34060 Fall, 2002 Instructor: Dr. O. F. Offodile Office: Business Administration, Room A-415. Phone (330) 672-1155. E-mail: foffodil@bsa3.kent.edu Hours: T & Th. 2:00-3:00 p.m., 6:00 7:00. Or by Appointment Note that my ...
Kent State >> BUSINESS >> 44285 (Fall, 2009)
Sheet1 There will be 50 multiple choice questions on the mid-term exam, covering chapters 1 through 6. Chapters 2 and 6 have the least emphasis, chapters 1,3,4,& 5 will have more emphasis: Students: Please find below 8 sample exam questions. These ar...
Kent State >> BUSINESS >> 34060 (Fall, 2009)
Chapter 8 Forecasting To Accompany Russell and Taylor, Operations Management, 4th Edition, 2003 Prentice-Hall, Inc. All rights reserved. To Accompany Russell and Taylor, Operations Management, 4th Edition, 2003 Prentice-Hall, Inc. All rights rese...
Kent State >> BUSINESS >> 34060 (Fall, 2009)
Chapter 7 Supply Chain Management To Accompany Russell and Taylor, Operations Management, 4th Edition, 2003 Prentice-Hall, Inc. All rights reserved. To Accompany Russell and Taylor, Operations Management, 4th Edition, 2003 Prentice-Hall, Inc. All...
Kent State >> BUSINESS >> 34060 (Fall, 2009)
Chapter 12 Enterprise Resource Planning To Accompany Russell and Taylor, Operations Management, 4th Edition, 2003 Prentice-Hall, Inc. All rights reserved. To Accompany Russell and Taylor, Operations Management, 4th Edition, 2003 Prentice-Hall, In...
Kent State >> BUSINESS >> 24163 (Fall, 2009)
Chapter 1 Management Management, by Williams South-Western College Publishing Copyright 2000 What Would You Do? Sales up 40% What is your role as CEO? What is the role of middle management? What is good management? 2 Management, by Williams South...
Kent State >> BUSINESS >> 24163 (Fall, 2009)
Chapter 5 Decision Making Management, by Williams South-Western College Publishing Copyright 2000 What Would You Do? Mercedes has lost market share Costs must be reduced Will employees have to be laid off? Are there creative alternatives? 2 Manag...
Kent State >> BUSINESS >> 34060 (Fall, 2009)
Supplement S15 Acceptance Sampling To Accompany Russell and Taylor, Operations Management, 4th Edition, 2003 Prentice-Hall, Inc. All rights reserved. Acceptance Sampling Accept/reject entire lot based on sample results Not consistent with TQM or...
Kent State >> BUSINESS >> 34060 (Fall, 2009)
Chapter 10 Inventory Management To Accompany Russell and Taylor, Operations Management, 4th Edition, 2003 Prentice-Hall, Inc. All rights reserved. To Accompany Russell and Taylor, Operations Management, 4th Edition, 2003 Prentice-Hall, Inc. All ri...
Kent State >> BUSINESS >> 34060 (Fall, 2009)
Chapter 15 Statistical Quality Control To Accompany Russell and Taylor, Operations Management, 4th Edition, 2003 Prentice-Hall, Inc. All rights reserved. To Accompany Russell and Taylor, Operations Management, 4th Edition, 2003 Prentice-Hall, Inc...
Kent State >> BUSINESS >> 24163 (Fall, 2009)
Chapter 16 Motivation Management, by Williams South-Western College Publishing Copyright 2000 What Would You Do? Motivation at Diamond International Corporation What motivates employees? How can you get them excited about their work? How can you im...
Kent State >> BUSINESS >> 24163 (Fall, 2009)
Chapter 11 Designing Adaptive Organizations Management, by Williams South-Western College Publishing Copyright 2000 What Would You Do? Reengineering at American Express Many recent \"missteps\" at American Express How should the company be organized?...
Kent State >> BUSINESS >> 44042 (Fall, 2009)
TELECOMMUNICATIONS AND NETWORKING M&IS 44042 Spring 2002 Quiz #1 Last Name _ First Name _ Please PRINT your last name and first name in the spaces provided above. This quiz has 10 questions. Questions 2 and 8 are worth 2 points each and all other que...
Kent State >> BUSINESS >> 44042 (Fall, 2009)
M Thurs 3-4 pm Wed 2:30-4:30 pm (330) 672...
Kent State >> BUSINESS >> 44042 (Fall, 2009)
TELECOMMUNICATIONS AND NETWORKING M&IS 44042 Practice Problems DIGITAL ENCODING SCHEMES 1. Consider the Manchester encoding scheme in which: 0 = Transition from high to low at the midpoint of the bit interval 1 = Transition from low to high at the mi...
Kent State >> GEOG >> 39002 (Fall, 2008)
Supplemental Notes for 39002: Statistical Methods in Geography (Sheridan) Chapter 4: Analysis of Variance Page 1 Sometimes you have the need to test among more than two samples. Say you want to check whether income levels are similar across all of ...
Kent State >> BUSINESS >> 44042 (Fall, 2009)
ISO OSI REFERENCE MODEL 7-layer architecture that provides basis for developing interoperable protocol standards; enables H/W and S/W from different vendors to work together Divides commns functions into subtasks and associates related subtasks with ...
Kent State >> GEOG >> 39002 (Fall, 2008)
Supplemental Notes for 39002: Statistical Methods in Geography (Sheridan) Chapter 2: Probability and Probability models Page 1 1. Notation There\'s a few different symbols and expressions that are important to statistics that we need to cover before...
Kent State >> BUSINESS >> 44042 (Fall, 2009)
INTERNETWORKING DEVICES Repeaters (Hubs) Interconnect LAN segments and repeat (without reading) incoming signals to all attached segments Operate at physical layer, can distance and interconnect different media types, and are simple, fast, and cheap...
Kent State >> FIN >> 36054 (Fall, 2008)
FIN 36054 Lecture Notes for Chapter 1 Intermediate Financial Management Dr. Ramana Sonti The Basic Goal of Corporate Financial Management should be: Maximization of Shareholder Value. Why maximization of shareholder value? Benefits to Customer...
Kent State >> FIN >> 36059 (Fall, 2008)
Chapter 2: The Asset Allocation Decision This chapter describes the asset allocation decision for an individual investor. It is mainly descriptive, and meant to give you an appreciation of the real-world considerations you will likely encounter when...
Kent State >> FIN >> 36059 (Fall, 2008)
Overview Chapters 1 thru 6 of the text describe the background against which individual investors (like you and me) and institutional investors (Citigroup, Merrill Lynch etc.) invest. These chapters are mostly descriptive and not intensively analyt...
Kent State >> ACCT >> 43104 (Spring, 2009)
KENT STATE UNIVERSITY Systems Information ounting dvanced Acc A 53014 ACCT-43014/ Course Information Spring 2002 Course Description All aspects of accounting have been fundamentally changed by information technology and the Internet. Accountants ha...
Kent State >> ACCT >> 33004 (Fall, 2008)
Accounting Information Systems ACCT-33004 Course Description Kent State University Spring 2002 Accounting Information Systems All aspects of accounting have been fundamentally changed by information technology and the Internet. Accountants have a ...
Kent State >> BUSINESS >> 34180 (Spring, 2009)
Evolution of HRM Function Personnel Administration Scientific Management Human Relations movement Government regulation Human Resources movement Strategic human resource management HRM Practices Human Resource Planning Job analysis Recru...
Kent State >> MKTG >> 25010 (Fall, 2008)
Marketing and the Internet Overview: Internet - global electronic superhighway of computer networks. WWW - \"the Web\", the resources and users on the Internet, means to access the Internet. E-Marketing - any marketing activity that is conducted thr...
Kent State >> MKTG >> 25010 (Fall, 2008)
Distribution Background Traditionally overlooked! Innovation can provide competitive edge Represents long term commitments Why use Middlemen? Affordability/ease Aid other marketing mix elements Impact on profits/market share Greater efficienc...
Kent State >> MKTG >> 25010 (Fall, 2008)
Personal Selling Sales Orientation Most & Lease Valued Qualities Most Reliability, Credibility, Professionalism, Integrity, Product Knowledge, Innovative Problem Solver, Strong Product Presentation and Preparation Least Supplies Market Data, Approp...
Kent State >> MKTG >> 25010 (Fall, 2008)
Chapter 12 Promotion and Advertising Promotional Mix Advertising - Paid form of nonpersonal presentation. Sales Promotion - Short-term incentives for purchase. Public Relations - Building good relationships via publicity. Personal Selling - Perso...
Kent State >> MKTG >> 25010 (Fall, 2008)
Services Marketing any act or performance that one party can offer to another that is essentially intangible and does not result in the ownership of anything. Its production may or may not be tied to a physical product. Pure tangible good Tangible ...
Kent State >> MKTG >> 25010 (Fall, 2008)
Chapter 9 Pricing General Background Many names for pricing Social Price Time (opportunity costs) Effort Life Style Change Psychic Price Historical/Contemporary View of Price (Bargaining, one price policy, revenue) Pricing General Background Rat...
Kent State >> MKTG >> 25010 (Fall, 2008)
Marketing Environment actors and forces outside of marketing that affect managements ability to develop and maintain successful transactions with its target customers. Marketing Environment Types Microenvironment - forces close to the company. Ma...
Kent State >> MKTG >> 25010 (Fall, 2008)
Selecting a Price Method Three C\'s Customer Demand Schedule Cost Function Competitor\'s Prices Low Price High Price No Profit Costs Competitors Price Substitute Products No Demand Customer\'s Assessment Unique Features Markup Pricing General Com...
Kent State >> MKTG >> 25010 (Fall, 2008)
Chapter 11 Retailing and Wholesaling includes all the activities involved in selling goods or services directly to final consumers. Classification: Amount of Service Product Line Relative Price Retail Organization Retail Development 1) Wheel of ...
Kent State >> MKTG >> 25010 (Fall, 2008)
Demand Life Cycle d ee N Sales T2 T1 Time Sales d ee N P3 P2 P1 ProductForm Life Cycles Time Product Has Life Cycle. Limited life Pass through distinct stages Profits rise/fall with stages Each stage requires different marketing resour...
Kent State >> MKTG >> 25010 (Fall, 2008)
Marketing Information Systems and Marketing Research Role: Obtain external perspective Hurdles: 1) From local, national, to global markets, 2) From buyer needs to buyer wants, and 3) From price to non-price competition. Challenge: Gather/sort/evaluat...
Kent State >> MKTG >> 25010 (Fall, 2008)
Global Market Entry Strategies* -*Considerations: corporate vision, attitude towards risk, availability of investment capital and how much control is sought. Licensing Disadvantages: Lack of control, Skill and technical acquisition by Licensee, &...
Kent State >> MKTG >> 25010 (Fall, 2008)
Consumer Behavior Buying Roles Initiator Influencer Decider Buyer User Types of Buying Behavior Vary by Involvement & Brand Differences High Involvement Significant Low Involvement Complex Buying Behavior Variety-Seeking Buying Behavior Br...
Kent State >> MKTG >> 25010 (Fall, 2008)
Product Classification Core Product Core benefit or service Actual Product Packaging Brand Name Features Quality Styling Augmented Product Installation Delivery & Credit After Sale Service Warranty Branding Brand Name Brand Mark Trade Name...
Kent State >> MKTG >> 25010 (Fall, 2008)
Market Segmentation Step 1 - Identifying Bases for Segmenting a Market Step 2 - Developing Profiles of Resulting Markets Market Targeting Market Positioning Marketing Segmentation Marketing Stages 1. Mass Marketing 2. Product-Variety Marketing ...
Kent State >> MKTG >> 25010 (Fall, 2008)
Characteristics of Organizational Markets Fewer, larger buyers Geographical concentration Demand (derived, inelastic, fluctuating) More complex More formalized More dependence Industrial Buying - Influences Rational versus Personal Discipline Upg...
Kent State >> BUSINESS >> 24163 (Fall, 2009)
Chapter 12 Managing Individuals and a Diverse Work Force Management, by Williams South-Western College Publishing Copyright 2000 What Would You Do? Diversity at MacTemps Shouldn\'t fair procedures lead to diversity? What kinds of things go into a di...
Kent State >> BUSINESS >> 24163 (Fall, 2009)
Chapter 10 Innovation and Change Management, by Williams South-Western College Publishing Copyright 2000 What Would You Do? Change at IBM The computer industry has changed dramatically Change the company slowly or quickly? How can IBM overcome resi...
Kent State >> BUSINESS >> 24163 (Fall, 2009)
Chapter 8 Global Management Management, by Williams South-Western College Publishing Copyright 2000 Who Owns What? Parent company of Braun household appliances? Bic Pen? Haagen Daz? RCA TVs - company based in? Green Giant? Godiva chocolate? 2 Man...
Kent State >> BUSINESS >> 24163 (Fall, 2009)
Chapter 9 Organizational Strategy Management, by Williams South-Western College Publishing Copyright 2000 What Would You Do? Kodak\'s Diversification Strategy How can Kodak create a sustainable advantage over its competitors? What are Kodak\'s opport...
Kent State >> BUSINESS >> 24163 (Fall, 2009)
Chapter 6 Managing Information Management, by Williams South-Western College Publishing Copyright 2000 2 Characteristics of Useful Information Accurate Complete Relevant Timely Management, by Williams South-Western College Publishing Copyright 2...
Kent State >> ECON >> 62021 (Fall, 2008)
Chapter 5 5.1 What is Capital Stock? - Countries that have high per capita capital stock have high per capita real GDP - Countries that have had large increases in their capital stock (high growth rate of capital) have seen large increases in their G...
Kent State >> ECON >> 62021 (Fall, 2008)
Chapter 16 \"Stabilization Policy\" 16.1 Output Fluctuations The output gap is designed to measure the volatility of an economy over time - These fluctuations tend to be fairly large - The obvious question is what can the government do to decrease the ...
Kent State >> FIN >> 36054 (Fall, 2008)
COLLEGE OF BUSINESS ADMINISTRATION KENT STATE UNIVERSITY Department of Finance Spring 2002 FIN 36054: Intermediate Business Finance Section 002, Class Hours: Mon, Wed 3:20-4:35 PM, BSA 213 Instructor Dr. Ramana Sonti 426, Business administration b...
Kent State >> ECON >> 62021 (Fall, 2008)
Chapter 8 \"Unemployment and the Labor Market\" 8.1 Labor Market Data - The labor force is the part of the total population that is willing and able to work - Measuring the labor force uses the \"noninstitutional population\"; that is, the part of the po...
Kent State >> FIN >> 36054 (Fall, 2008)
NAME: _ STUDENT NO: _ SECTION: _ SIGNATURE: _ FIN 36054: Intermediate Financial Management Fall 2001 Exam II: November 14, 2001 1. 2. 3. 4. 5. 6. You have 50 minutes to complete this examination. There are 6 pages in this booklet, including this p...
Kent State >> ECON >> 32025 (Fall, 2008)
I. II. KENT STATE UNIVERSITY, VTEL COURSE MONEY, CREDIT AND BANKING ECON. 32025 Dr. Woudenberg, Spring, 2002 The PREREQUISITES for this class are Principles of Microeconomics (Econ. 22060) and Principles of Macroeconomics (Econ. 22061). Grading for ...
Kent State >> FIN >> 36059 (Fall, 2008)
CHAPTER 20: COMPANY ANALYSIS AND STOCK SELECTION After our sojourn into bonds, we return to stocks for the remainder of the course. Unlike all the previous chapters, this is a chapter that teaches the techniques of analysis that can make you one a...
Kent State >> ECON >> 62021 (Fall, 2008)
Business Conditions Analysis Course: Economics 62021, Section 12180, Spring 2002 Objective: Analysis of the aggregate economy, including economic growth, employment, and inflation, and its effects on general business conditions. Time and Place: Mon...
Kent State >> FIN >> 36054 (Fall, 2008)
Intermediate Financial Management Lecture Notes CHAPTER 5: DETERMINING THE COST OF CAPITAL FIN 36054 Dr. Ramana Sonti Recall that in Chapter 4, we found the present value of the Free Cash Flows (FCFs) of MagnaVision Inc., by discounting at kc=10.8...
Kent State >> BUSINESS >> 24163 (Fall, 2009)
PRINCIPLES OF MANAGEMENT EXAM #1 ~ REVIEW CONCEPTS TO UNDERSTAND WITH DOMINATING DEPTH (this review is thorough, but not exhaustive. You are responsible for the exhaustive studying of the material from Chapters 1-4. Prioritize the items on this list,...
Kent State >> BUSINESS >> 24163 (Fall, 2009)
Chapter 7 Control Management, by Williams South-Western College Publishing Copyright 2000 2 Control establish standards that will be used to measure the organization\'s goal achievement compare actual performance to those standards if necessary, ta...
Kent State >> BUSINESS >> 44042 (Fall, 2009)
CONFIDENTIAL PEER EVALUATION FORM The purpose of this form is to formally collect information about the contribution of each member of your team to your project report and project presentation. Please remember that all team members are supposed to co...
Kent State >> BUSINESS >> 24163 (Fall, 2009)
PRINCIPLES OF MANAGEMENT Spring 2002; Course #24163 Call #13771 Tuesday and Thursday 12:15-1:30 p.m. BSA Room #100 Call #13772 Tuesday and Thursday 5:30-6:45 p.m. BSA Room #100 INSTRUCTOR: Eileen D. Weisenbach Keller Office: A411 Business Building -...
Kent State >> BUSINESS >> 24163 (Fall, 2009)
sample questions 1. According to _, companies go through long, simple periods of environmental stability, followed by short, complex periods of dynamic, fundamental environmental change, finishing with a return to environmental stability. a. enviro...
Kent State >> BUSINESS >> 44042 (Fall, 2009)
M Tues & Thurs 3-4:30 pm (330) 672-1162 cbak...
Kent State >> BUSINESS >> 44042 (Fall, 2009)
ANALOG AND DIGITAL TRANSMISSION Analog or digital data may be represented and propagated as analog or digital signals Modem transmits digital data via continuous analog signal Codec transmits analog data via discrete digital signal DSU transmits digi...
Kent State >> BUSINESS >> 44042 (Fall, 2009)
SWITCHING TECHNIQUES Without switching, every source-destination pair would have to be directly connected N*(N-1) links and $ With switching, stations attach to commns network with switching nodes and shared transmission facilities , per station, in...
Kent State >> BUSINESS >> 44042 (Fall, 2009)
MULTIPLEXING Multiplexor transmits multiple signals simultaneously over shared high capacity circuit Data stream is demultiplexed at far end for delivery to appropriate destinations In order to cost, especially for long distance, multiplexing is use...
Kent State >> BUSINESS >> 44042 (Fall, 2009)
FLOW CONTROL If data sent too quickly, receiver buffer may fill up and overflow while processing old data Flow control enables receiver to pause or slow sender Stop-and-Wait Flow Control Sender transmits (and buffers) 1 frame at a time and, if frame ...
Kent State >> BUSINESS >> 44042 (Fall, 2009)
MIS/44042/ ANALOG AND DIGITAL DATA Analog (voice, video) or digital data (numbers,...
Kent State >> BUSINESS >> 44042 (Fall, 2009)
LOCAL AREA NETWORKS Systems of interconnected devices, privately owned and maintained, and not under FCC or PUC regulation LAN has transmission path, NICs, client computers, servers (file, print, web, mail), hubs, and/or switches Types include backbo...
Kent State >> BUSINESS >> 44042 (Fall, 2009)
ANALOG AND DIGITAL SIGNALS Source (phone, PC, scanner, camera) transmits electromagnetic signal (electricity, light, radio wave) through transmission medium to receiver and receiver tries to reproduce original info Signal is composed of many sine wav...
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