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    Industrial Markets

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    Avinash Singh
    Organizational buying behavior differs from consumer buying behavior in several ways. Characteristics of industrial markets include fewer buyers, larger buyers, close supplier-customer relationships, derived demand, fluctuating demand, and a professional approach to purchasing. Industrial selling requires capabilities like just-in-time production, strict quality control, reliable deliveries, closer supplier locations, stable production schedules, single or limited supply sources, and collaborative relationships.

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    Attribution Non-Commercial (BY-NC)
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    Industrial Markets

    Uploaded by

    Avinash Singh
    12 views2 pages
    Organizational buying behavior differs from consumer buying behavior in several ways. Characteristics of industrial markets include fewer buyers, larger buyers, close supplier-customer relationships, derived demand, fluctuating demand, and a professional approach to purchasing. Industrial selling requires capabilities like just-in-time production, strict quality control, reliable deliveries, closer supplier locations, stable production schedules, single or limited supply sources, and collaborative relationships.

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    MMI(5)

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    © Attribution Non-Commercial (BY-NC)

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    Organizational buying behavior differs from consumer buying behavior in several ways. Characteristics of industrial markets include fewer buyers, larger buyers, close supplier-customer relationships, derived demand, fluctuating demand, and a professional approach to purchasing. Industrial selling requires capabilities like just-in-time production, strict quality control, reliable deliveries, closer supplier locations, stable production schedules, single or limited supply sources, and collaborative relationships.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as DOC, PDF, TXT or read online from Scribd
    Download as doc, pdf, or txt
    12 views2 pages

    Industrial Markets

    Uploaded by

    Avinash Singh
    Organizational buying behavior differs from consumer buying behavior in several ways. Characteristics of industrial markets include fewer buyers, larger buyers, close supplier-customer relationships, derived demand, fluctuating demand, and a professional approach to purchasing. Industrial selling requires capabilities like just-in-time production, strict quality control, reliable deliveries, closer supplier locations, stable production schedules, single or limited supply sources, and collaborative relationships.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as DOC, PDF, TXT or read online from Scribd
    Download as doc, pdf, or txt
    of 2

    MMI(5)

    INDUSTRIAL MARKETS ORGANISATIONS BUY GOODS AND SERVICES FOR THE FOLLOWING REASONS - FOR MAKING OTHER GOODS AND SERVICES - FOR RESELLING
    -

    FOR USE AS CONSUMABLES WITHIN THE FIRM

    ORGANISATIONAL BUYING BEHAVIOR DIFFERS FROM THE CONSUMER BUYING BEHAVIOR IN SEVERAL WAYS. CHARACTERISTICS OF INDUSTRIAL MARKETS - FEWER BUYERS - LARGER BUYERS - CLOSE SUPPLIER CUSTOMER RELATIONSHIP - DERIVED DEMAND - FLUCTUATING DEMAND - PROFESSIONAL APPROACH TO PURCHASING
    -

    SEVERAL BUYING INFLUENCES BUYING GROUPS / TEAMS

    - DIRECT PURCHASING - RECIPROCITY


    -

    FINANCING LEASING ETC.

    MMI(5)

    INDUSTRIAL SELLING CHANGING REQUIREMENTS JIT PRODUCTION STRICT QUALITY CONTROL RELIABLE AND FREQUENT DELIVERIES CLOSER LOCATION STABLE PRODUCTION SCHEDULES SINGLE / LIMITED SUPPLY SOURCES

    TELECOMMUNICATION

    EARLY SUPPLIER INVOLVEMENT SOLUTIONS SELLING AS COMPARED TO PRODUCT SELLING ROLE OF CUSTOMER SERVICES COLLABORATIVE RELATIONSHIP

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