Management and Organizational Studies 2320A/B Lecture Notes - Lecture 6: North American Industry Classification System, Retail, Direct Selling

• School: Western University
• Department: Management and Organizational Studies
• Course: Management and Organizational Studies 2320A/B
• Professor: John White

Document Summary

Mos 2320 lecture 6 (chapter 5: business-to-business marketing) Business-to-business marketing process of buying and selling goods or services to be used in the production of other goods and services, for consumption by the buying organization, or for resale by wholesalers and retailers. Distinction between b2b & b2c: who is the ultimate purchaser and user of that product or service. Buy raw materials, components or parts that allows them manufacture their own goods. Purchasing agents formerly spent 70% of their time searching for, analyzing, validating, and forwarding info about parts and components: now they can use vwsupplygroup to communicate directly from suppliers for all transactions from procurement to logistics. Resellers marketing intermediaries that resell manufactured products without significantly altering their form. Institutions such as hospitals, educational organizations, prisons, religious organizations, and other non-profit organizations, also purchase all kinds of goods and services: 161000 non-profit organization in canada employing 2 million people and generating excess revenues of billion annually.