V47 Ch7 Business Markets Visuals Batisan Ronaldo
17
1 ANALYZING BUSINESS MARKETS Ronaldo S. Batisan December 8, 2009 Ateneo Graduate School of Business Top 10 Concepts - VISUALS
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Transcript of V47 Ch7 Business Markets Visuals Batisan Ronaldo
1
ANALYZING BUSINESS MARKETS
Ronaldo S. BatisanDecember 8, 2009
Ateneo Graduate School of Business
Top 10 Concepts - VISUALS
Outline: Analyzing Business Markets consists of:
1. Organizational Buying (what?)
2. Difference between Business Market and Consumer Market
3. Buying Situations
4. Systems Buying
5. Participants in the Business Buying Process (who?)
Outline: Analyzing Business Markets consists of:
6. Purchasing Department Perceptions
7. Stages in the Buying Process
8. Managing Business-to-Business Customer Relationships
9. Business Relationships: Risks and Opportunism
10. Institutional & Government Markets
Concept 1:
Organizational Buying
Concept 2:
Difference between Business Market and Consumer Market
Concept 3: Buying Situations
Concept 4: Systems Buying and Selling
Concept 5:
Participants in the Business Buying Process
Concept 6:
Purchasing Department Perceptions
Concept 7:
Stages in the Buying Process
Concept 8:
Managing Business-to-Business Customer Relationships
Concept 9: Business Relationships: Risks and Opportunism
Concept 10:
Institutional & Government Markets
Summary: Analyzing Business Markets consists of:
1. Organizational Buying (what?)
2. Difference between Business Market and Consumer Market
3. Buying Situations
4. Systems Buying
5. Participants in the Business Buying Process (who?)
Summary: Analyzing Business Markets consists of:
6. Purchasing Department Perceptions
7. Stages in the Buying Process
8. Managing Business-to-Business Customer Relationships
9. Business Relationships: Risks and Opportunism
10. Institutional & Government Markets
My Conclusion: Analyzing Business Markets
Business organizations do not only sell; they also buy vast quantities of raw materials, manufactured components, plant and equipment, supplies and business services. To create and capture value, sellers need to understand these organizations’ needs, resources, policies and buying procedures.
17
ANALYZING BUSINESS MARKETS
Ronaldo S. BatisanAteneo Graduate School of Business
Top 10 Concepts
