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Business To
Business
Segment
Consumer Product
Business Product
Difference in Marketing Mix
Consumer Good http://www.youtube.com/watch?v=IMxLO8gZaec
Business Product http://www.youtube.com/watch?v=K5WeWBw9AG0
Business versus Consumer Markets
Demand :
Derived
Inelastic
Fluctuating
More Differences ….
Purchase Volume : High
No. of Customers : Few
Location of Buyers : Concentrated
Distribution Structure : Shorter
Nature of buying : Formal, Negotiations, Leasing
Model For Business Buyer Behavior
Business Buying Behavior
Buying Situation
Business marketing is the marketing of goods and services to individuals and companies for reasons other than personal consumption.
Major equipment : Mainframe computers [Personal Selling] {costly items}
Accessory equipment [Business advertising]
Office Supplies
Raw materials
Component Parts
Business Services
B2B E-Commerce
Best B2B Websites List Based on Alexa Ranking: alibaba.com made-in-china.com indiamart.com globalsources.com hktdc.com tootoo.com busytrade.com tradekey.com hellotrade.com tradeboss.com bizeurope.com importers.com mercatrade.com etradeasia.com indianindustry.com dialnsearch.com
Relationship Marketing
Strategic Alliances :
Starbucks with TATA
DHL-UPS {Competitors}
Yahoo-Nokia
1.Relationship Commitment
& Trust
2.To compete in Asian market
form alliance with Asian co.
Categories of Business Customer
The business market consists of four major categories of customers:
Producers : OEM
Resellers : Retailer/ Wholesalers
Governments : largest single market for goods and services in the world
Organizations/ Institutions: goals other than profit, market share and ROI; eg:Google