Professional Documents
Culture Documents
Analyzing Business Markets
Analyzing Business Markets
Topics Covered
Business versus consumer market Buying situations Business-to-business buying
Derived
Fluctuati ng
Inelastic
1.Routine Products: These product have low value and cost to the customer
involves low risk. (e.g. stationary) 2.Leverage Products: These Products have high value and cost to the customer but involves little risk of supply.(e.g. engine piston) 3.Strategic Products: Such products have high value and cost to the customer also involves high risk.(e.g. main frame computers) 4.Bottleneck Products: Such products have low value and cost to the customer but they involve some risk.(e.g. spare parts)
MODIFIED
Purchaser
Purchaser
Supplier
Supplier
New Task
Purchaser? ?? Supplier
Second-tier Contractor
Economic development
Hire crews
decision. Also help define specifications & provides information for evaluating alternatives.
Corporate brand
2.Organizational factors:
Every Organization structures & policies vary from others. So because of this above reason buying business behavior is affected inside the organization
4.Cultural Factors
&
INTERPERSONAL FACTOR
FACTOR
1. Level of Demand
1. Objectives
2. Economic Output
1. Interest
3. Interest Rate
4. Rate of Technology change 5. Political Developments
2. Policies
2. Authority
3. Education
C U L T U R A L F A C T O R
3. Procedure
3. Status
B u s i n e s s
B u y e r
4. Firm Structure
4. Empathy
6. Competitive Developments
5. Systems
6. Risk
Attitudes
7. Social Responsibility
IV) Purchasing/Procurement
Decision Making
Internal
External
Simple
Complex
Product spec.
Marketers
Single
Multiple
Auction sites
Private exchange s
Spot
Barter
Buying alliances
Advantageous
IV) Purchasing/Procurement
Decision Making (5) Proposal solicitation
Simple quote Detailed proposal
Simple products
Formal
IV) Purchasing/Procurement
Decision Making (7) Order-routine specification (8) Performance review
Final order Tech. spec. Qty needed Delivery Return policy Warranties
V) Customer Relationships
Create more value, establish trust. Advertising agencies -clients relationship illustrates the following findings: (a) Market growth
V) Customer Relationships
Buyer-Supplier relationship: availability of alternatives, importance of supply, supply complexity and supply market dynamism.
Routine
Basic buying/ selling
Bare bones
V) Customer Relationships
Buyer-Supplier relationship: Alternatives, importance of supply, supply complexity and supply market dynamism..
Network actively
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Thank-You