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Marketing - Chap 7 Terms

commercial market encompasses everyone involved in any aspect of a company's buying activity
resellers a business market comprised of retailers and wholesalers
customer-based segmentation people who actually select a good or service
end-use application people who actually use a good or service
environmental factors people who control the information that all buying center members ultimately review
buying center grouping customers by type or industry
users individuals and firms that acquire products to support, directly or indirectly, production of other goods and services
influencers economic, political, regulatory, competitive, and technological consideration
gatekeepers people who have the formal authority to select a supplier and begin securing the good or service
buyers segmenting the business market based on the ultimate way in which a buyer uses a product
deciders people who affect the buying decision by supplying information to guide the evaluation of alternatives, or by establishing buying specifications

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