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  • August 19, 2023
  • 10
  • 2020/2021
  • Other
  • Unknown

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DearDennis

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Business to Business Marketing

, Explain the major differences between Consumer and Business Markets regarding: number of
customers, sales-volume, buyer-seller relationships

Characteristic B2B Market B2C Market

Sales volume Greater Smaller

Purchase volume Greater Smaller

Number of buyers Fewer Many

Size of individual Larger Smaller
buyers

Location of buyers Concentrated Diffuse

Buyer-seller Closer More
relationship Impersonal

Nature of channel More direct Less direct

Buying influences Multiple Single/Multiple

Type of More complex Simpler
negotiations

Use of reciprocity Yes No

Use of leasing Greater Less

Key promotion Personal Selling Advertising
method



BUYER-SELLER RELATIONSHIP
- Technical expertise an asset - Less technical expertise
- Interpersonal relationships between buyers - Non-personal relationships
and sellers
- Significant info exchanged between participants - Little info exchanged
between

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