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