B2 B Marketing

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Give a basic idea of business to business marketing .

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B2 B Marketing

  1. 1. B2B Marketing
  2. 2. What is B2B Marketing? <ul><li>The management process responsible for the facilitation of exchange between producers of goods and services and their organisational customers. </li></ul><ul><li>B2B marketing and purchasing is a complex and risky business involving a number of different parties. </li></ul><ul><li>Organizational sales and purchases of goods and services to support production of other products, to facilitate daily company operations, or for resale. </li></ul>
  3. 3. Flows within a B2B market
  4. 4. Differences between B2B and Consumer Marketing
  5. 5. Differences between B2B and Consumer Marketing…
  6. 6. Differences between B2B and Consumer Marketing…
  7. 7. B2B customers <ul><li>Commercial enterprises - profit making organisations that produce and/or resell goods and services for a profit. Can be subdivided into users, original equipment manufacturers (OEMs), resellers. </li></ul><ul><li>Government bodies. </li></ul><ul><li>Institutions -largely non-profit making organisations, e.g. universities, churches, etc. </li></ul>
  8. 8. Models of organisational buying decision making
  9. 9. Decision problems in B2B purchasing decision making process
  10. 10. Decision problems in B2B purchasing decision making process…
  11. 11. Roles in the buying process <ul><li>Purchasing - handle relationships with suppliers. </li></ul><ul><li>Production/operations - meeting targets for the end product in both quantity and quality terms. </li></ul><ul><li>Engineering - the specification and design. </li></ul><ul><li>R&D. </li></ul><ul><li>Finance - devolve budgets to appropriate managers. </li></ul><ul><li>Marketing - outputs of the production process. </li></ul>

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