BA 3301 Lecture 10: chapter-5-business-to-business
Document Summary
Explain each of the components of the business- to- business ( b2b) market. Describe the major approaches to segmening business- to- business ( b2b) markets. Idenify the major characterisics of the business market and its demand. Discuss the decision to make, buy, or lease. Describe the major inluences on business buying behaviour. Outline the steps in the organizaional buying process. Discuss the challenges of and strategies for markeing to government, insituional, and internaional buyers. Sam bats major league baseball ( are these important) Sam holman, founder of otawa based the original maple bat corp. , Team takes 6 to 36 months to make a decision. Relaively technical in nature, exact form oten variable accompanying services very important. Standardized form, service important b less than for business products. Product passes through a number of intermediate links en route to consum. Comparaively infrequent contact, relaionship of relaively short duraion. Diverse group of organizaion members makes decision individual or household unit makes de.
