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Summary

Samenvatting Business Marketing

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Comprehensive summary business marketing, lessons + course

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  • May 30, 2021
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  • 2020/2021
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Samenvatting Business
Marketing

,Marie Bulté Business Marketing




Inhoudsopgave

Business VS Consumer marketing............................................................................................................................................... 4

B2B distribution channel characteristics ..................................................................................................................................... 5

B2B Demand .............................................................................................................................................................................. 5
Derived Demand ............................................................................................................................................................................... 5

B2B market with buyers perspective .......................................................................................................................................... 6

Porters value chain .................................................................................................................................................................... 7

Purchasing in value chain ........................................................................................................................................................... 7

What is procurement process..................................................................................................................................................... 8

Flow of process B2B ................................................................................................................................................................... 9

Profile of purchaser.................................................................................................................................................................... 9

goals of purchasing .................................................................................................................................................................... 9

The Procurement circle ............................................................................................................................................................ 10

Definition of procurement ....................................................................................................................................................... 11

Specific objectives .................................................................................................................................................................... 11

Nature of industrial buying and buying behavior ...................................................................................................................... 12

Kraljic Matrix ........................................................................................................................................................................... 12

Macro environment ................................................................................................................................................................. 15
Pestel-analysis ................................................................................................................................................................................ 15
....................................................................................................................................................................................................... 16
Pastel Analysis: case Amazon ......................................................................................................................................................... 16
1. Political Factors ................................................................................................................................................................. 16
2. Economic Factors .............................................................................................................................................................. 16
3. Social/Sociocultural Factors .............................................................................................................................................. 16
4. Technological Factors........................................................................................................................................................ 16
5. Eco/Environmental Factors ............................................................................................................................................... 16
6. Legal Factors ..................................................................................................................................................................... 16

Micro environment .................................................................................................................................................................. 17
5 forces: Competitive Rivalry .......................................................................................................................................................... 17
1. Competition rivalry ................................................................................................................................................................ 17
2. Suppliers ................................................................................................................................................................................ 17
3. Buyers: can be powerful too .................................................................................................................................................. 17

,Marie Bulté Business Marketing




4. Substitutes ............................................................................................................................................................................. 17
5. New entries............................................................................................................................................................................ 17
6. Environment Analysis: Company ........................................................................................................................................... 17

Internal analysis: SWOT ........................................................................................................................................................... 18

The Nature of Industrial Buying and Buying Behavior ............................................................................................................... 18

Decision making process .......................................................................................................................................................... 19

................................................................................................................................................................................................ 19

Decision making unit ................................................................................................................................................................ 21

Level of planning ...................................................................................................................................................................... 22

Portfolio analysis (Boston Consulting Group) ........................................................................................................................... 23

Product and Capacity function ................................................................................................................................................. 23

Strategic imperative (treacy, & Wiersema) ............................................................................................................................... 24

Product Leadership .................................................................................................................................................................. 24

Operational Excellence............................................................................................................................................................. 24

Customer Intimacy ................................................................................................................................................................... 25

Consequence of NOT choosing: “Stuck in the middle” ............................................................................................................. 25

Customer Relationship Management (CRM) = Knowing your customer .................................................................................... 26

Lead Generation = finding new customers................................................................................................................................ 26

Sales funnel ............................................................................................................................................................................. 26

The challenge of omni-channel................................................................................................................................................. 26
Digital Marketing ........................................................................................................................................................................... 27
Digital marketing – Tesla ............................................................................................................................................................... 29
Digital marketing: share economy ................................................................................................................................................. 29

Social media marketing ............................................................................................................................................................ 30
Social media marketing: B2B Platforms ......................................................................................................................................... 30
Google........................................................................................................................................................................................ 30
Twitter ....................................................................................................................................................................................... 31
Facebook.................................................................................................................................................................................... 31
Linkedin...................................................................................................................................................................................... 31
Instagram ................................................................................................................................................................................... 31
Additional social media platforms ............................................................................................................................................. 31

Content is king ......................................................................................................................................................................... 32

Data analytics .......................................................................................................................................................................... 32
Big Data.......................................................................................................................................................................................... 32

, Marie Bulté Business Marketing




Risks ............................................................................................................................................................................................... 32
3 types of data ............................................................................................................................................................................... 33

Inbound marketing .................................................................................................................................................................. 33
Lead generation funnel .................................................................................................................................................................. 34

The new hybrid sales representative ........................................................................................................................................ 35

death of a salesman ................................................................................................................................................................. 36
Profile of a modern salesman......................................................................................................................................................... 36
Characteristics ................................................................................................................................................................................ 37

First observation: ..................................................................................................................................................................... 38
Shift 1: Product à Customer orientation ....................................................................................................................................... 38
Shift 2: Market evolution Pressure on the mid-market segment from two directions ................................................................... 38
Shift 3: Increasing segmentation .................................................................................................................................................... 39

A strategic imperative .............................................................................................................................................................. 39

Product leadership ................................................................................................................................................................... 39

Operational Excellence............................................................................................................................................................. 40

Customer Intimacy ................................................................................................................................................................... 40

Second observation:................................................................................................................................................................. 41
Change 1: Environmental changes ................................................................................................................................................. 41
Technological influences............................................................................................................................................................ 41
Managerial influences................................................................................................................................................................ 41
Behavioural influences............................................................................................................................................................... 41
Change 2: Growing importance of R&D ......................................................................................................................................... 42
Partnerships ............................................................................................................................................................................... 42

Account Based Marketing ........................................................................................................................................................ 43
Making ABM-plans:........................................................................................................................................................................ 43
Account selection ........................................................................................................................................................................... 43

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