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Ch4 segmenting b2 b mkts
The document discusses various topics related to business-to-business marketing segmentation and the purchasing process. It describes how purchases can be segmented based on complexity and corporate impact. It also discusses the benefits of e-procurement, reverse auctions, and centralized versus decentralized purchasing. Additionally, it examines the different roles that individuals can play in the buying center, including initiators, influencers, gatekeepers, deciders, purchasers, and users. Finally, it outlines factors like risk reduction, selective information processing, and confronting uncertainty that influence the purchasing decision.
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