B2B Marketing Flashcards
What are vertical market networks
Markets where the players focus on a specific niche good and thus become experts in trends and regulations applying to them, highly collaborative, high loyalty bco low competition, f.ex EV and battery
What are concentric market networks
Similar customers across many goods category’s. Goods compliment each other, design is generalized, low barriers of entry, leverages existing technology, f.ex Alibaba and amazon
Which types of power is not sustainable
Coercive and legitimate power
What does dmu stand for
Decision making unit, buyers, deciders and gatekeepers in b2b business
What are ABC and D customers
A are high relationship high potential customers to keep happy, B have lower relationship and should be worked on by set aside resources, C have less potential but are there day to day, D is worth dropping. These can be put as four corners in a relationship/potential matrix
What are key accounts
The most profitable 20% customers
What is CSR
Corporate social responsibility (economic, legal, ethical, philanthropic)
What types of business customers are there in the broadest sense
Commercial, government and institutional
Is demand elastic in b2b
no, parties have invested a lot in their arrangement so in the short term they will likely suck it up
How does b2b purchases differ from consumers
they involve many professional dmu’s
What are buyclasses and buyphases
the types of purchases dmu’s make and under what circumstances
Why is the b2b market more international
becouse basically all companies think the same across borders so there is less issues regarding culture
What is it called when organizations have a close relationship
They then have embedded ties
What are sold in a b2b market
input goods, supply goods and equipment goods
what is promise management
managing trust, interdependance, integrity and communication in a b2b context
