Business Markets
More sales by value in B2B than B2C.
Purchase for:
Production
Resale
Redistribution
MRO (Maintenance, Repair and Operations) 80% business purchases versus ...
In order to:
Increase Sales
Cut Costs
Meet Social and Legal Requirements
Customers are:
Characteristics of Business Customers:
Risk Averse
Knowledgeable
Price-oriented
Fewer and Larger
Nature of Demand (Derived, Inelastic, Fluctuating)
Purchase versus Lease
Buying Process consists of:
Modified depending on whether: Straight rebuy, Modified rebuy or New task.
Contrast this with the Consumer buying process?
Who makes the purchasing decision?
What are the contextual elements that affect the decision?
What is included in purchase: re: customer service levels etc.
Evolution of Business Buying
Develop relationships versus adversarial contest: Extranets; increase lock-in.
Geographic Concentration: Ecosystems
The Evolution of B2B: Lessons From the Auto Industry
GE Global eXchange Services
Dell Medium and Large Business Home Page
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