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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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    Industrial Markets

    Uploaded by

    Avinash Singh
    6 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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    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
    Flag for inappropriate content
    Download as doc, pdf, or txt
    6 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
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    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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