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  • Industrial Market Vs Consumer Markets: Presented by

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    Krishnan Jeesha
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    This document compares and contrasts industrial (business-to-business/B2B) markets and consumer (business-to-consumer/B2C) markets. Some key differences include B2B markets involving rational buying through long-term relationships with multiple decision makers, while B2C markets involve impulse buying by single purchasers. The buying processes also differ, with B2B having multiple phases and a longer sales cycle compared to the single step process in B2C. Marketing strategies also vary, with B2B focusing on building relationships and education, while B2C emphasizes branding, imagery and merchandising to drive purchases.

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    IndustrialVsConsumerMarket

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    This document compares and contrasts industrial (business-to-business/B2B) markets and consumer (business-to-consumer/B2C) markets. Some key differences include B2B markets involving rational buying through long-term relationships with multiple decision makers, while B2C markets involve impulse buying by single purchasers. The buying processes also differ, with B2B having multiple phases and a longer sales cycle compared to the single step process in B2C. Marketing strategies also vary, with B2B focusing on building relationships and education, while B2C emphasizes branding, imagery and merchandising to drive purchases.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPTX, PDF, TXT or read online from Scribd
    Flag for inappropriate content
    Download as pptx, pdf, or txt
    38 views10 pages

    Industrial Market Vs Consumer Markets: Presented by

    Uploaded by

    Krishnan Jeesha
    This document compares and contrasts industrial (business-to-business/B2B) markets and consumer (business-to-consumer/B2C) markets. Some key differences include B2B markets involving rational buying through long-term relationships with multiple decision makers, while B2C markets involve impulse buying by single purchasers. The buying processes also differ, with B2B having multiple phases and a longer sales cycle compared to the single step process in B2C. Marketing strategies also vary, with B2B focusing on building relationships and education, while B2C emphasizes branding, imagery and merchandising to drive purchases.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPTX, PDF, TXT or read online from Scribd
    Flag for inappropriate content
    Download as pptx, pdf, or txt
    of 10

    Industrial Market Vs Consumer Markets

    A Structural and Strategic Perspective

    Presented By :
    Dhanraj (27068) Krishnan (27085) Praneeth (27097) Priyam (27102) Vijay (27119)

    Introduction
    Industrial Marketing is the practice of individuals, or organizations, including commercial businesses, governments and institutions, facilitating the sale of their products or services to other companies or organizations that in turn resell them, use them as components in products or services they offer, or use them to support their operations.

    Introduction Contd . .
    Consumer Marketing consists of the sale of physical goods or merchandise from a fixed location, such as a department store, boutique or kiosk, or by mail, in small or individual lots, or by personal selling for direct consumption by the purchaser

    Major Differences
    Impulse buying versus rational buying Top of the mind recall versus long term relationship strategy Single purchaser versus multiple purchasers Wide markets versus niche segments Post sales services mandatory in case of B2B Business to customer versus a partnership relationship

    Buying Unit (DMU)


    Initiator Gatekeeper Influencer Approver Buyer Decider User

    B2B Buying Phases


    Problem Recognition
    General Need Description Product Specification Supplier Search Proposal Solicitation Supplier Selection Order routine Specification Performance review

    B2C Buying Phases


    Problem Recognition
    Information Search

    Evaluation of alternatives

    Purchase decision

    Post purchase behavior

    Marketing to B2B
    Relationship driven Maximize the value of the relationship Small, focused target market Multi-step buying process, longer sales cycle Brand identity created on personal relationship Educational and awareness building activities Rational buying decision based on business value

    Marketing to B2C
    Product driven Maximize the value of the transaction Large target market Single step buying process, shorter sales cycle Brand identity created through repetition and imagery Merchandising and point of purchase activities Emotional buying decision based on status, desire, or price

    Organisation Structure

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