1. NAICS breakdown for broadcasting and telecommunications industries
2 Digit Industry Subsector
3 Digit Industry Group
4 Digit Industry
5 Digit U.S. National Industry
Broadcasting and telecommunications
Radio and television broadcasting
Wire telecommunication carriers
Paging
Cable networks and program distribution
Wireless telecommunication carriers, except satellite paging
Cellular and other wireless telecommunications
Telecommunications
Telecommunications resellers
Satellite telecommunications
Other telecommunications

2. Key characteristics of organizational buying behavior (first part)
Market Characteristics
Demand for industrial products and services is derived.
Few customers typically exist, and their purchase orders are large.
Product or Service Characteristics
Products or services are technical in nature and purchased on the basis of specifications.
There is a predominance of raw and semifinished goods purchased.
Heavy emphasis is placed on delivery time, technical assistance, postal service, and financing assistance.

3. Key characteristics of organizational buying behavior (final part)
Buying Process Characteristics
Technically qualified and professional buyers exist and follow established purchasing policies and procedures
Buying objectives and criteria are typically spelled out, as are procedures for evaluating sellers and products (services).
Multiple buying influences exist, and multiple parties participate in purchase decisions.
Reciprocal arrangements exist, and negotiation between buyers and sellers is commonplace.
Other Marketing Mix Characteristics
Direct selling to organizational buyers is the rule, and physical distribution is very important
Advertising and other forms of promotion are technical in nature.
Price is often negotiated, evaluated as part of broader seller and product (service) qualities, typically inelastic owing to derived demand, and frequently affected by trade and quality discounts.

4. Key organizational buying criteria
Quality Specifications
Technical Capability
Past Performance
Organizational Buying Criteria
Delivery Schedules
Price
Warranty/ Claim Policies
Production Facilities/Capacity

5. Five roles in the buying center
Initiator
User
Decision Maker
Influencer
Gatekeeper

6. Three types of buying situations
Long/
uncertain
New buy
Modified buy
Decision time and problem definition
Straight rebuy
Short/ well defined
Few
Many
Number of people in buying center and number of suppliers considered