Week 5 - Industrial Buyer Behavior Business vs. Consumer...

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Industrial Buyer Behavior
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Business vs. Consumer Markets (1) Business vs. Consumer Markets (1) Fewer buyers Larger buyers Close supplier-customer relationship Geographically concentrated
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Geo. Concentration Geo. Concentration 2/3 of business firms in: Middle Atlantic East North Central South Atlantic Pacific States Over 50% in seven states: New York Pennsylvania New Jersey Ohio Michigan
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Location of Manufacturing Location of Manufacturing Northeast 27,000 Middle Atlantic 62,000 West North central 25,000 South Atlantic 53,000 East South Central 20,000 West South Central 31,000 Mountain 16,000 Pacific 65,000 Total 369,000
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Business vs. Consumer Markets (1) Business vs. Consumer Markets (1) Derived demand Inelastic demand Fluctuating demand
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Business vs. Consumer Markets (2) Business vs. Consumer Markets (2) Professional purchasing Several buying influences Multiple sales calls Direct purchasing Reciprocity Leasing
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This note was uploaded on 03/09/2011 for the course MKTG 4890 taught by Professor Staff during the Fall '08 term at North Texas.

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Week 5 - Industrial Buyer Behavior Business vs. Consumer...

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