B2B business MBA,BBA Students UNIT 1 & 2.pptx

Transportation 35%

Inventories 25%

Losses 14%

Packaging 11%

Handling and Warehousing 9%

Customers’ shopping 6%

1. Introduction "B2B (business-to-business) marketing refers to any marketing strategy or content that is geared towards a business or organization. Companies that sell products or services to other businesses or organizations (vs. consumers) typically use B2B marketing strategies.“ In a broad sense, B2B marketing content tends to be more informational and straightforward than B2C. B2B marketing campaigns are aimed at any individual(s) with control or influence on purchasing decisions.

2. Types of industrial market Producers: Producers purchase products for the production of other goods and services that they, in turn, sell to make their profit. Resellers: Resellers buy finished goods to resell, rent or lease to other businesses. Although resellers do not actually produce goods, they do provide their customers with the place, time, and possession utility. Governments Institutions

3. The Webster and Wind Model It considers four sets of variables: Environmental, Organizational, Buying center, And individual, which, affect the buying-decision making process in a firm

4. Understanding B2B Segmentation, Targeting, and Positioning

5. Apple’s STP design is flawless. It presents itself as a way of life, aimed at affluent people who have an appreciation for fine design and appreciate standing out from the crowd. When it comes to its software, Apple maintains a “closed” ecosystem for reasons of safety. As a result, those who purchase Apple items are more likely to consider themselves fortunate to do so. Due to the success of Apple’s STP strategy, the company’s name is now commonly associated with high-priced, high-performance luxury electronics.

6. B2B segmentation categorizes or segments your market based on different variables. Segmentation aims to get an idea of your target market and find market groups with common needs. Companies often use these three criteria to identify the segments of the market: Homogeneity: common needs within a segment Distinction: being unique from other groups Reaction: a similar response to the market What is B2B segmentation?

7. OPERATING VALUE/SIZE OF THE FIRM

8. B2B markets have a more complex decision-making unit B2B buyers are more “rational” B2B products are often more complex B2B target audiences are smaller than consumer target audiences. Personal relationships are more important in b2b markets. B2B buyers are longer-term buyers