business to business - xlrisat.xlri.ac.in/sat_ais/resource/resdb/rh16/rh16-1/... · business to...
TRANSCRIPT
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Business To
Business
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Segment
Consumer Product
Business Product
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Difference in Marketing Mix
Consumer Good http://www.youtube.com/watch?v=IMxLO8gZaec
Business Product http://www.youtube.com/watch?v=K5WeWBw9AG0
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Business versus Consumer Markets
Demand :
Derived
Inelastic
Fluctuating
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More Differences ….
Purchase Volume : High
No. of Customers : Few
Location of Buyers : Concentrated
Distribution Structure : Shorter
Nature of buying : Formal, Negotiations, Leasing
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Model For Business Buyer Behavior
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Business Buying Behavior
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Buying Situation
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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
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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
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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.
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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