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

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segmentation of business market

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Segmentation of business market

  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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