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Chapter 7 Analyzing Business Markets
Chapter 7 Analyzing Business Markets
Chapter 7 Analyzing Business Markets
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Chapter 7 Analyzing Business Markets

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  • 1. Part 3 : Connecting with Customers Chapter 7 – Analyzing Business Markets
  • 2. Managing B to B Customer Relationships
    • To improve effectiveness and efficiency, business suppliers and customers are exploring to manage closer relationships related to supply chain management, early supplier involvement, purchasing alliances and so on (known as Vertical Coordination)
    • Example: Motoman Inc, a leading supplier of industry robotic system, and Stillwater Technologies, a tooling and machinery company are tightly integrated work together with Honda Motor Company on system projects
  • 3. Institution and Government Markets
    • The institutional markets consists of school, hospitals, and other that provide goods and services to people in their care.
    • They search for vendors whose quality meets or exceeds a certain minimum standard and whose price are low
    • Buyers for government organizations tend to require a great deal of paperwork from their vendors and to favor open bidding and domestic companies.

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