Professional Documents
Culture Documents
1
Understanding
Industrial Market Vs Consumer Market Industrial
Market Structure - Example markets
2
Understanding
Industrial Market Vs Consumer Market Industrial
Buyer Behavior markets
3
Understanding
Industrial Market Vs Consumer Market Industrial
Buyer Behavior - Example markets
Customer Markets
Industrial Market
* Standardized.
* Technical complexity and
customized.
*. Service, delivery and
* Service, delivery and
availability is somewhat
availability is very
important.
important.
5
Understanding
Industrial Market Vs Consumer Market Industrial
Products - Example markets
6
Understanding
Industrial Market Vs Consumer Market Industrial
Decision making markets
7
Understanding
Industrial Market Vs Consumer Market Industrial
Decision making - Example markets
8
Understanding
Industrial Market Vs Consumer Market Industrial
Distribution channel characteristics markets
9
Understanding
Industrial Market Vs Consumer Market Industrial
Distribution channel characteristics -Example markets
10
Understanding
Industrial Market Vs Consumer Market Industrial
Promotion markets
11
Understanding
Industrial Market Vs Consumer Market Industrial
Pricing markets
12
Understanding
Industrial Market Vs Consumer Market Industrial
Pricing - Example markets
14
Understanding
A big reseller can be treated as a Industrial Industrial
Buyer
markets
Example: Shoppers Stop / Ebony / Kids Kemp for an
apparel manufacturer.
15
Understanding
Organizational Customer Industrial
Type of purchasing organization markets
Commercial Enterprise
Government agency
17
Understanding
Organizational Customer Industrial
Type of purchasing organization markets
18
Organizational Customer Understanding
Industrial
Based on Type of products purchased markets
19
Organizational Customer Understanding
Industrial
Based on Type of products purchased markets
Capital Items
20
Organizational Customer Understanding
Industrial
Based on Type of products purchased markets
21
Characteristics of Organizational Understanding
Procurement Industrial
markets
Multiple Influences
Buyer
Seller
Interface
Publics
Macro Environment
Govt. influences
26
Industrial Marketing Environment Understanding
Buyer seller interface Industrial
markets
Mafg. Govt.
30
Industrial Marketing Environment Understanding
Macro Environment Industrial
markets
6. Government influences –
1. Competitive aggression
2. Competitive pacification
34
Environment Management Strategies Understanding
Independent Strategies Industrial
markets
4. Political / Legal
35
Environment Management Strategies Understanding
Co-operative strategies Industrial
markets
37