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MEASURING INDUSTRIAL, RESELLER, AND GOVERNMENT
MARKETS
Slide 6-10
North American Industry
Classification System
NAICS assigns only one code to each organization based on its major
economic activity5-digit national industry codes are not
available for for all three countries when too few organizations exist in a
category
CHARACTERISTICS OF ORGANIZATIONAL BUYING
Slide 6-15
• Demand Characteristics
Derived Demand
• Size of the Order or Purchase
• Number of Potential Buyers
THE ORGANIZATIONAL BUYING PROCESS AND
THE BUYING CENTER
Slide 6-26
• The Buying Center:A Cross-Functional Group
Buying Center
Slide 6-60
The NAICS provides common industry definitions for Canada, Mexico, and
the U.S., which make easier the measurement of economic activity in
the three member countries of the North American Free Trade
Agreement (NAFTA).
The NAICS provides common industry definitions for Canada, Mexico, and
the U.S., which make easier the measurement of economic activity in
the three member countries of the North American Free Trade
Agreement (NAFTA).
North American Industry Classification System (NAICS)
Slide 6-61
Derived demand means the demand for industrial products and services is
driven by, or derived from, demand for consumer products and services.
Derived demand means the demand for industrial products and services is
driven by, or derived from, demand for consumer products and services.
Derived Demand