Business Marketing

Buying situations (new buy, modified rebuy, straight rebuy)

Evaluative criteria

Buying center

  • initiator
  • influencer
  • gatekeeper
  • decider
  • purchaser
  • users

Characteristics of demand in business markets

  • derived demand
  • inelastic demand
  • fluctuating demand
  • joint demand
  • accelerator principal

Characteristics of business markets

  • purchase volume
  • number of customers
  • concentrations of customers
  • distribution structure
  • nature of buying (influence)
  • negotiations
  • reciprocity
  • leasing
  • promotional methods

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