1 / 1

B2B Marketing Profs. M Sarvary & D Weinstein

B2B Marketing Profs. M Sarvary & D Weinstein. What makes B2B marketing different? Customers are organizations They seek functional as well as process and relationship benefits Decision making process is complex and considers high risk and large transactions

burke
Download Presentation

B2B Marketing Profs. M Sarvary & D Weinstein

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. B2B MarketingProfs. M Sarvary & D Weinstein • What makes B2B marketing different? • Customers are organizations • They seek functional as well as process and relationship benefits • Decision making process is complex and considers high risk and large transactions • Markets include competitive alliances and joint ventures • Implementation requires strong inter-functional coordination • Course overview • Review of traditional marketing topics in the business marketing environment: • Customer behaviour: industrial decision making process • Segmentation, Positioning, Targeting • Pricing • Strategic Account Management • Industrial Branding • Partnerships, Alliances, Negotiation • Conflict in industrial channels of distribution • Course format • INDUSTRAT simulation. Lectures and cases (www.industrat.com) • Target audience • All students who will work for or advise firms selling to organizations.

More Related