Chapter 7 : Analyzing Business Markets

Characteristics of Business Markets

Fewer, larger buyers

Close supplier-customer relationships

Professional purchasing

Multiple sales calls

Many buying influences

Derived demand Inelastic demandFluctuating demand

Geographically concentrated buyers

Direct purchasing

Sales Strategies

Small Sellers

Large Sellers

Key Buying Influencers

Multilevel In-depth Selling

Methods of e-Procurement

Websites organized using vertical hubs

Direct extranet links to major suppliers

Buying alliances

Company buying sites

Websites organized using functional hubs

Order Routine Specifications

Stockless Purchase Plans

Vendor Managed Inventory

Continuous Replenishment