BU352 Lecture 5: chapter 5
Document Summary
B2c: consumers buy goods to satisfy their own individual or household needs and highly influenced by price, personal tastes, brand reputation, personal recommendations of friends/family. B2b: demand for goods and services is often derived from b2c sales in the same supply chain. Derived demand is the linkage between consumers" demand for a company"s output and its purchase of necessary inputs to manufacture or assemble that particular output. B2b: the products ordered are primarily raw materials and semifinished goods that are processed or assembled into finished goods for the ultimate consumers. Technical services and financing assistance are important aspects of b2b buying behavior. B2c: consumers buy finished goods for their own personal consumption: buying process characteristics: relationship between firm and suppliers. B2b: buyers and sellers strive to develop close relationships with each other and so will often provide help or advice to ensure a win-win situation for both parties.
