In the straight rebuy, “out-suppliers” try to get a small order and then enlarge their purchase share over time.

Companies strive to maximize their current profits if they are plagued with overcapacity, intense competition, or changing consumer wants.

“Toughies” are old school buyers who pit sellers against one another.

The Organization for Economic Cooperation & Development (OECD) cautions that economic reforms have stagnated and ranks Russia as one of the most corrupt countries in the world.

Sensory memory is the virtually unlimited repository where information that we encounter as we go through life ends up.

If a company charges its subsidiary in a foreign country too low a transfer price, it can be accused of dumping.

The buying center is where consumers go to purchase their goods and services.

Given the highly competitive nature of business-to-business markets, the biggest enemy to marketers here is commoditization.

Nestlé, Unilever, and Modelēz get close to or above 40 percent of their total business coming from emerging markets.

The total demand for many business goods and services is inelastic; that is, not greatly affected by price changes.