Segmentation of business market

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Sameer Mathur

segmentation of business market

Business

DEMOGRAPHIC
INDUSTRY
LOCATION
COMPANY
SIZE

OPERATING
VARIABLES
TECHNOLOGY
CUSTOMER
CAPABILITY
USER/NONUSER
STATUS

PURCHASING
APPROACH
PURCHASING
CRITERIA
GENERAL
POLICIES
NATURE OF
EXISTING
RELATION
POWER
STRUCTURE

SITUATIONAL
FACTORS
URGENCY
SPECIFIC
APPLICATION
SIZE
OR
FACTOR

PERSONAL
CHARACTERISTIC
BUYER-
SELLER
SIMILARITY
LOYALTY
ATTITUDE
TOWARDS
RISK

Created by Jay s. Mehta,
SPCE, during an
internship by Prof.
Sameer Mathur, IIM
Lucknow.
www.iiminternship.com

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