1. BUSINESS MARKETING ENVIRONMENT
CHAPTER 1
BUSINESS MARKETING ENVIRONMENT

2. The Business Market Business --------->Business------->Consumer
Greater total sales
Professional buying
Multiple buying influence
Complex negotiation
Reciprocity
Leasing
Emphasis on personal selling

3. Characteristics of Business Demand
Derived demand
Inelastic demand
Fluctuating demand
Joint Demand
Concentrated customer base-small customer base

4. Internal Linkages in Business Market
Emphasis in technology
Innovation
High level of customization
Product standardization
Order fulfillment mechanism
Standardization

5. BUSINESS GOODS AND SERVICES
Major equipment
Accessory equipment
Fabricated and Component parts
Processed materials
Maintenance, Repair, and Operating Suppliers
Raw materials
Business services

6. BUSINESS CUSTOMERS Commercial Enterprises Government Organizations
Channel members
OEM
User-customers
Government Organizations
State
City
Local
Institutions-hospitals, schools, churches