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Market Structure & demand
Fewer but larger buyers
Derived demand
More inelastic market (to price changes)
Fluctuates more (demand)
Nature of buying unit
Involves more buyers
More professional purchasing effort
Types of decisions & decision process
Biz buyers usually face more complex buying decisions
Buying process is more formalized
Buyers & sellers work closely together & buidclose long term relationships
These are individuals within an organization who participate in making a given purchase decision.
These often function as buying centers The final purchase decision is made determined
in part by individual power, expertise, the degree of influence each functional area possesses
DMUs are largest in Product Introduction stage and become smaller as the stages progress.
Buying on the internet Reverse auctions Trading exchanges Company buying sites ( ex GE ) B-to-B marketers Advantages Cost effective Time saving Frees purchasing people to focus on more
strategic issues