marketing to business consumers

Question 1

differences from marketing to business consumers and marketing to consumers

Answer 1

• many business market transactions are for very high-value purchases
• many business to business purchases involve high volumes and regular repeat purchases, particularly in the reseller market
• price and other conditions of the sale are much more open to negotiations than is typical in consumer markets

Question 2

high value/ high volume purchaes

Answer 2

business purchasing decisions frequently involve very large sums of money for high-value products or high-volume purchases

Question 3

price competition and negotations

Answer 3

dominate consideration when making business purchase decisions. this is especially the case when suppliers are selling comparable products

Question 4

number of buyers and sellers

Answer 4

far few buyers and sellers in business markets than in consumer markets

the smaller number of buyers and sellers make long-term and stable relationships crucial.

business markets tend to be concentrated in major centres

Question 5

formal assessment of purchase alternatives

Answer 5

business customers often demand extensive and detailed information about product features and specifications to ensure that the product fully meet the organisation’s need.

Question 6

ongoing relationships

Answer 6

organisation buyers and their suppliers seek to develop very close and ongoing relationships.

they often established statements of minimum levels of performance.