B2B Assignment - • Intense relationships • Few...

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Akriti Trehan MK 320: Principles of Marketing Student ID: 0155799 B2B Demand: Components to products are being bought as opposed to whole products. Less advertising Personal selling Few buyers buy large quantities Derived Demand Volatile Demand Joint Demand Geographic concentration of units Inelastic Demand Competitive bidding for unique items Nature of the buying unit: Buyers inspects seller’s facilities Formal buying process Buying center Short direct channels to market Technical Relationships: Long term relationships
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Unformatted text preview: • Intense relationships • Few suppliers • Just-in-time (JIT) • Emphasis on personal selling • Relationship is enduring and complex • Diverse group makes decisions B2C Demand: • Advertising is important • Entire products are bought Nature of the buying unit: • Standardized product • Products goes through several intermediate links before reaching the consumer Relationships: • Individual makes decision • Short-term relationships • Infrequent contact between buyer and seller...
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This note was uploaded on 03/06/2010 for the course MKT MK 320 taught by Professor Anjusethi during the Spring '10 term at Clarkson University .

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B2B Assignment - • Intense relationships • Few...

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