sub 2 2_4
TRANSCRIPT
Bases for Segmenting B2B Markets
Demographic
Operating Variables
Purchasing Approach
Situational Factors
Personal Characteristics
Industry, company size, location
Technology, user status, customer capabilities
Power structure, nature of existing relationship
Urgency, specific application, size of order
Buyer-seller similarity, loyalty, risk attitude
Purchasing-function organization : Highly centralized or decentralized purchasing organization?
Power structure: Engineering dominated, financially dominated companies ?
General purchasing policies : Companies that prefer leasing? Service contract? Systems purchases? Sealed bidding?
Purchasing criteria : Companies that are seeking quality? Service? Price?