Analyzing Business Markets
What is Organizational Buying?
Top Business Marketing Challenges
Characteristics of Business Markets
Buying Situation
Participants in Business Buying Process The Buying Center
Supplier Search Forms of Electronic Marketplaces
Methods for Researching Customer Value
Establishing Corporate Trust and Credibility
Factors Affecting Buyer-Supplier Relationships
What is Opportunism?
This presentation by Thomas GRAF, Partner at Cleary Gottlieb Belgium, was made during the discussion “Competition issues in aftermarkets” held at the 127th meeting of the OECD Competition Committee on 21 June 2017. More papers and presentations on the topic can be found out at oe.cd/1ZY.
Hi! I am Aileen Garcia and this is to explain the chapter concepts found in Chapter 7 - Analyzing Business Markets of the 15th edition of Kotler's Marketing Management as a requirement for my v88 Marketing Management class under the guidance of vCoach Bong De Ungria.
Analyzing Business Markets
What is Organizational Buying?
Top Business Marketing Challenges
Characteristics of Business Markets
Buying Situation
Participants in Business Buying Process The Buying Center
Supplier Search Forms of Electronic Marketplaces
Methods for Researching Customer Value
Establishing Corporate Trust and Credibility
Factors Affecting Buyer-Supplier Relationships
What is Opportunism?
This presentation by Thomas GRAF, Partner at Cleary Gottlieb Belgium, was made during the discussion “Competition issues in aftermarkets” held at the 127th meeting of the OECD Competition Committee on 21 June 2017. More papers and presentations on the topic can be found out at oe.cd/1ZY.
Hi! I am Aileen Garcia and this is to explain the chapter concepts found in Chapter 7 - Analyzing Business Markets of the 15th edition of Kotler's Marketing Management as a requirement for my v88 Marketing Management class under the guidance of vCoach Bong De Ungria.
Building Your Competitve Advantabe by Jim ButlerAnitaBell
The Arizona Center for Innovation (AzCI) provides workshops and sessions designed to help new ventures. This is an overview of considering and building on your competitive advantage. Presented by Jim Butler. Please contact us at: www.azinnovation.com to learn more.
How to Make a Field invisible in Odoo 17Celine George
It is possible to hide or invisible some fields in odoo. Commonly using “invisible” attribute in the field definition to invisible the fields. This slide will show how to make a field invisible in odoo 17.
The Indian economy is classified into different sectors to simplify the analysis and understanding of economic activities. For Class 10, it's essential to grasp the sectors of the Indian economy, understand their characteristics, and recognize their importance. This guide will provide detailed notes on the Sectors of the Indian Economy Class 10, using specific long-tail keywords to enhance comprehension.
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How to Create Map Views in the Odoo 17 ERPCeline George
The map views are useful for providing a geographical representation of data. They allow users to visualize and analyze the data in a more intuitive manner.
Read| The latest issue of The Challenger is here! We are thrilled to announce that our school paper has qualified for the NATIONAL SCHOOLS PRESS CONFERENCE (NSPC) 2024. Thank you for your unwavering support and trust. Dive into the stories that made us stand out!
This is a presentation by Dada Robert in a Your Skill Boost masterclass organised by the Excellence Foundation for South Sudan (EFSS) on Saturday, the 25th and Sunday, the 26th of May 2024.
He discussed the concept of quality improvement, emphasizing its applicability to various aspects of life, including personal, project, and program improvements. He defined quality as doing the right thing at the right time in the right way to achieve the best possible results and discussed the concept of the "gap" between what we know and what we do, and how this gap represents the areas we need to improve. He explained the scientific approach to quality improvement, which involves systematic performance analysis, testing and learning, and implementing change ideas. He also highlighted the importance of client focus and a team approach to quality improvement.
Welcome to TechSoup New Member Orientation and Q&A (May 2024).pdfTechSoup
In this webinar you will learn how your organization can access TechSoup's wide variety of product discount and donation programs. From hardware to software, we'll give you a tour of the tools available to help your nonprofit with productivity, collaboration, financial management, donor tracking, security, and more.
The Roman Empire A Historical Colossus.pdfkaushalkr1407
The Roman Empire, a vast and enduring power, stands as one of history's most remarkable civilizations, leaving an indelible imprint on the world. It emerged from the Roman Republic, transitioning into an imperial powerhouse under the leadership of Augustus Caesar in 27 BCE. This transformation marked the beginning of an era defined by unprecedented territorial expansion, architectural marvels, and profound cultural influence.
The empire's roots lie in the city of Rome, founded, according to legend, by Romulus in 753 BCE. Over centuries, Rome evolved from a small settlement to a formidable republic, characterized by a complex political system with elected officials and checks on power. However, internal strife, class conflicts, and military ambitions paved the way for the end of the Republic. Julius Caesar’s dictatorship and subsequent assassination in 44 BCE created a power vacuum, leading to a civil war. Octavian, later Augustus, emerged victorious, heralding the Roman Empire’s birth.
Under Augustus, the empire experienced the Pax Romana, a 200-year period of relative peace and stability. Augustus reformed the military, established efficient administrative systems, and initiated grand construction projects. The empire's borders expanded, encompassing territories from Britain to Egypt and from Spain to the Euphrates. Roman legions, renowned for their discipline and engineering prowess, secured and maintained these vast territories, building roads, fortifications, and cities that facilitated control and integration.
The Roman Empire’s society was hierarchical, with a rigid class system. At the top were the patricians, wealthy elites who held significant political power. Below them were the plebeians, free citizens with limited political influence, and the vast numbers of slaves who formed the backbone of the economy. The family unit was central, governed by the paterfamilias, the male head who held absolute authority.
Culturally, the Romans were eclectic, absorbing and adapting elements from the civilizations they encountered, particularly the Greeks. Roman art, literature, and philosophy reflected this synthesis, creating a rich cultural tapestry. Latin, the Roman language, became the lingua franca of the Western world, influencing numerous modern languages.
Roman architecture and engineering achievements were monumental. They perfected the arch, vault, and dome, constructing enduring structures like the Colosseum, Pantheon, and aqueducts. These engineering marvels not only showcased Roman ingenuity but also served practical purposes, from public entertainment to water supply.
2. LEARNING OBJECTIVES Recognize the importance of b-to-b marketing Understand the differences between b-to-c and b-to-b markets Understand the critical role of the buying center and each participant in the b-to-b process Learn the b-to-b purchase decision process and different buying situations Comprehend the role of technology in business markets 8-2
5. DIFFERENCES BETWEEN BUSINESS AND CONSUMER MARKETS Demand for Products and Services is Different in a Business Market Product Demand Derived Demand Fluctuating Demand Acceleration Effect Inelastic Demand 8-5
7. BUYING SITUATIONS Business buying decisions vary widely based on the: Nature of the purchase Number of people involved in the decision Understanding of the product being purchased Time frame for the decision 8-7
9. BUYING CENTERS A number of individuals with a stake in the purchase decision come together to form a buying center that manages the purchase decision process and ultimately makes the decision. 8-9
10. Buying Center Participants Exhibit 8.6 Users Actual consumer of the product Decider Person(s) responsible for making final decision Initiator Could be user or executive who starts the process Buying Center Gatekeeper Controls access to key participants in the process Influencer Individuals in and out of company that affect decision 8-10
11. Marketing Challenges in Buying Centers Exhibit 8.7 Who is part of the buying center? Who are the most significant influencers? What are the decision criteria for evaluating the various product options? Target Market 8-11
12. THE PLAYERS IN BUSINESS TO BUSINESS MARKETS The North American Industrial Classification System (NAICS) Manufacturers Original Equipment Manufacturer (OEM) purchases End User purchases Capital Equipment Materials, Repairs and Operational (MRO) 8-12
13. THE PLAYERS IN BUSINESS TO BUSINESS MARKETS Resellers Government Institutions 8-13
14. Model of Business Market Consumer Decision Process EXHIBIT 8.9 Problem Recognition Define the Need and Product Specifications Search for Suppliers Seek Sales Proposals - Response to RFP Making the Purchase Decision Post- Purchase Evaluate of Product and Vendor 8-14
15. THE BUSINESS MARKET PURCHASE DECISION PROCESS Problem Recognition Define the Need and Product Specifications Request for Proposal (RFP) Seek Sales Proposals in Response to RFP 8-15
16. THE BUSINESS MARKET PURCHASE DECISION PROCESS Making the Purchase Decision 8-16
17. THE BUSINESS MARKET PURCHASE DECISION PROCESS Making the Purchase Decision Supplier Choice Reliability Personal and Organizational Factors 8-17
18. THE BUSINESS MARKET PURCHASE DECISION PROCESS Post-Purchase Evaluation of Product and Supplier Assess product performance Consider the level of support provided by seller Expect follow up after sale 8-18
19. THE ROLE OF TECHNOLOGY IN BUSINESS MARKETS Electronic Data Interchange (EDI) E-Procurement 8-19
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