How can BUSINESS Market be segmented ? ?

Business Market are segmented as

1.Demographic

2.Operating variables

3.Purchasing approaches

4.Situational Factors

5.Personal Characteristics

1. Demographic

Which INDUSTRY to serve..?

What should be the company size..?

Location ??

2.Operating Variable

What TECHNOLOGY..?

User or nonuser status.. Heavy users, medium ??

Customer capabilities ??

3.Purchasing Approaches

Relationships Nature

Power structure

Purchasing policies

Purchasing Criteria

Purchasing organization function..

4.Situational Factors

URGENCY

Specific Application

SIZE of order

5.Personal Characteristics

Seller-Buyer similarity

Attitude toward Risk

Loyalty

RECAP

CREDITS

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CREATED by ABHINABA MONDAL, IIT KharagpurDuring an INTERNSHIP under Prof. SAMEER MATHUR ,IIM LUCKNOWwww.IIMInternship.com