Segmentation of business market

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    17-Aug-2015

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  1. 1. SEGMENTATION OF BUSINESS MARKETS
  2. 2. 5VARIABLES
  3. 3. DEMOGRAPHIC
  4. 4. DEMOGRAPHIC INDUSTRY LOCATION COMPANY SIZE
  5. 5. OPERATING VARIABLES
  6. 6. OPERATING VARIABLES TECHNOLOGY CUSTOMER CAPABILITY USER/NONUSER STATUS
  7. 7. PURCHASING APPROACH
  8. 8. PURCHASING APPROACH PURCHASING CRITERIA GENERAL POLICIES NATURE OF EXISTING RELATION POWER STRUCTURE
  9. 9. SITUATIONAL FACTORS
  10. 10. SITUATIONAL FACTORS URGENCY SPECIFIC APPLICATION SIZE OR FACTOR
  11. 11. PERSONAL CHARACTERISTIC BUYER- SELLER SIMILARITY LOYALTY ATTITUDE TOWARDS RISK
  12. 12. THANK YOU
  13. 13. Created by Jay s. Mehta, SPCE, during an internship by Prof. Sameer Mathur, IIM Lucknow. www.iiminternship.com

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