PRESENTED BY -

Ramya N.(18) Pratik M. (17) Bhushan S.(04) Pravin C. (05)

The term was originally coined to describe the electronic communications between businesses or enterprises in order to distinguish it from the communications between businesses and consumers ("business-to-consumer"). It eventually came to be used in marketing as well, initially describing only industrial or capital goods marketing. Today it is widely used to describe all products and services used by enterprises. Many professional institutions and the trade publications focus much more on B2C than B2B, although most sales and marketing personnel are in the B2B sector.

 Business-to-business

(B2B) describes commerce transactions between businesses, such as between a manufacturer and a wholesaler, or between a wholesaler and a retailer. Contrasting terms are business-to-consumer (B2C) and business-togovernment (B2G).

 Market
Product And Organization People Finance

Services (Technology)

 Geographic

Market Concentration Sizes And Number Of Buyers The Purchase Decision Process Buyer-Seller Relationships Evaluating International Business Markets

The Make, Buy, Or Lease Decision Make the good or provide the service in-house. Purchase it from another organization. Lease it from another organization.
Off

shoring Near shoring Outsourcing

 Environmental

factors Organizational factors Interpersonal factors Individual factors

 Straight

rebuy Modified rebuy New task buy Systems buy

 Segmentation

By Demographic

Characteristics Segmentation By Customer Type Segmentation By End-Use Application Segmentation By Purchase Categories

B2B markets have a more complex decision-making unit B2B buyers are more rational B2B products are often more complex B2B target audiences are smaller than consumer target audiences Personal relationships are more important in b2b markets B2B buyers are longer-term buyers B2B markets drive innovation less than consumer markets B2B markets have fewer behavioral and needs-based segments

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

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