H&GH MANSUKHANI INSTITUTE OF MANAGEMENT ULHASNAGAR

1) Introduction. 2) Characteristics of B2B marketing. 3) Case Studies. 4) Buying Situations. 5) Buying Centre.

The practice of an individual or organization facilitating the sales of product and services to the other organization that in tern resell them, use them as a components in their product/service they offer to support their operation. Market Focus. Perceived Risk in purchase.

1) Fewer, larger buyers. 2) Professional Purchasing. 3) Multiple Buying influences. 4) Multiple sales calls. 5) Derived Demand. 6) Inelastic Demand. 7) Geographically concentrated Buyers. 8) Direct Purchasing. 9) Close Relationship.

1) M & M Tractors. 2) TATA Nano. 3) Consumer Durables. 4) TITAN.

1) Straight Rebuysimple product, few suppliers.

2) Modified RebuyModified Product, larger suppliers.

Individuals or Group participating in the purchase decisions who share common goals and risk. 1) Gatekeepers. 2) Initiators. 3) users. 4) Influencers. 5) Deciders. 6) Buyers.