General Articles

Publications

Government Data
on Industry

Outsourcing

Exercise:

How Do These
Companies Organize
Their Business to
Business Marketing?

Company Profiles:

Business to Business
Marketing on the Web

General Articles

Organizational Buying Behavior by Tyman-Space Community College:

  • Definition and scope of industrial/organizational markets.
  • What makes organizational buying different from consumer buying.
  • Different ways that organizations complete buying transactions, such as purchasing agents and buying centers.
  • Types of industrial/organizational purchases (straight rebuy, modified rebuy and new task)
  • Detailed coverage of the buying center as a way of making industrial/organizational purchases.
   
 

Publications

Advertising Age's Business Marketing
B2B Yellow Pages

   
 

Government Data on Industry

Correspondence Tables: 1987 SIC Marched to 2002 NAICS by the U.S. Census Bureau. Replacing the old Standard Industrial Classification (SIC), the North American Industry Classification System (NAICS) is commonly used by business marketers for such purposes as dividing business accounts among departments and salespeople. For example, one marketing department might work exclusively with "General Merchandise Stores" (all businesses starting with code #452) This reference page provides a complete list of NAICS codes and the titles of the industries for each code. It also correlates the new codes with the previous ones under the SIC system.

Census of Manufacturers by the U.S. Census Bureau. Separate reports about industries (categorized by SIC) summarize their size and scope. They include such industry-wide data as total employment, total revenue, revenues by major product categories, total costs and leading states. Separate state reports are also provided.

Annual Survey of Manufacturers by the U.S. Census Bureau. Statistics for selected industries, including total value of shipments, total value of costs, total employment, labor costs, capital expenditures for plant and equipment and value of manufacturers' inventories by fabrication stage. Also provided: the value of product shipments by rank for the 20 largest industries.

Current Industrial Reports by the U.S. Census Bureau. Select a major industry and then view past and current quarterly reports that present key data. For example, the report on the apparel industry shows the quantity and value of units shipped for over 100 different clothing categories.

   
 

Outsourcing

'Rightsizing,' outsourcing: two trends here to stay by Jack Warkenthien, Austin Business Journal. This brief article touches on the benefits of outsourcing and its origins with payroll processing. It also offers practical advice about choosing the best outsourcing services for your company.

Benefits of Outsourcing by The Outsourcing Institute. Scroll down to the very bottom of the document to see this list, along with two other useful lists for business marketers: "Top 10 Factors in Vendor Selection" and "Top 10 Factors for Successful Outsourcing."

Outsourcing by Richard Pastore, CIO. The article starts by discussing what parts of a company's operations may benefit more from outsourcing. It continues with the promises and pitfalls of using outsourcing.

Outsourcing Essentials Covers the newest innovations that are currently influencing the outsourcing industry.


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