1. © McGraw-Hill Companies, Inc., McGraw-Hill/Irwin McGraw-Hill/Irwin Copyright © 2010 by The McGraw-Hill Companies, Inc. All rights reserved.

2. LEARNING OBJECTIVES 6-2 Learning Objectives How do B2B firms segment their markets? How does B2B buying differ from consumer buying behavior? What factors influence the B2B buying process? How has the Internet changed B2B marketing?

3. 6-3 B2B Marketing Who is the end user?

4. 6-4 B2B Markets U.S. Census Website

5. 6-5 Manufacturers or Producers Buy raw materials, components or parts Manufacture their own goods Gear Expo News Clip

6. 6-6 Resellers ManufacturerResellerRetailer

7. How is this B2B ad similar to B2C ads? 6-7

8. In what kind of publication might this appear? 6-8

9. 6-9 _________________ buy products from other businesses but do not significantly alter the form of the products they buy. A. Producers B. Consumers C. Resellers D. English auctioneers E. Gatekeepers

10. 6-10 Chipwich Teaches Business

11. 6-11 Institutions Schools, Museums and Religious Organizations London Museum News Clip

12. 6-12 Government US Government spends $2.1 trillion procuring goods State and local governments also make significant purchases Firms specialize in selling to government

13. 6-13 Adding Value: Paris Runways

14. 6-14 1. Identify the various types of B2B markets. 2. What are NAICS codes and how are they used? Check Yourself

15. 6-15 B2B Buying Process

16. 6-16 Compared to the B2C process, the information search and alternative evaluation steps in the B2B process are: A. central planned. B. subject to government regulation. C. more formal and structured. D. conducted before need recognition. E. all of the above.

17. 6-17 Stage 1: Need Recognition Can be generated internally or externally Sources for recognizing new needs:  Suppliers  Salespeople  Competitors

18. 6-18 Stage 2: Product Specifications Used by Suppliers to develop proposals Can be done collaboratively with suppliers

19. 6-19 Federal Business Opportunities Website Stage 3: RFP Process (Request for Proposal)Request for Proposal

20. 6-20 Step 4: Proposal Analysis, Vendor Negotiation and Selection Often several vendors are negotiating against each other Considerations other than price play a role in final selection

21. 6-21 Step 5: Order Specification Firm places the order The exact details of the purchase are specified All terms are detailed including payment

22. 6-22 During the __________ stage of the buying process B2B buyers invite alternative suppliers to bid on supplying what is requested. A. information search B. need recognition C. RFP D. vendor analysis E. all of the above

23. 6-23 Step 6: Vendor Analysis

24. 6-24 Check Yourself 1. Identify the stages in the B2B buying process. 2. How do you do a vendor analysis?

25. 6-25 Factors Affecting the Buying Process Buying Process Buying Situation Organization Culture The Buying Center

26. 6-26 The Buying Center

27. 6-27 Which of the following is NOT one of the roles typically played by one of the members of a buying center? A. reseller B. initiator C. influencer D. decider E. gatekeeper

28. 6-28 Wine Entrepreneur

29. 6-29 Organizational Culture

30. 6-30 Buying Situations

31. 6-31 New Buy Purchasing for the first time Likely to be quite involved The buying center will probably use all six steps in the buying process

32. 6-32 Modified Rebuy Purchasing a similar product but changing specifications Current vendors have an advantage

33. 6-33 Straight Rebuys Buying additional units or products that have been previously purchased Most B2B purchases fall into this category

34. 6-34 In a ___________ B2B buying situation, the buying decision is likely to be quite involved. A. new buy B. modified rebuy C. straight rebuy D. either a new buy or a modified rebuy E. all of the above

35. 6-35 Power of the Internet Putting Volkswagen Together Realigned purchasing Introduced iPAD (internal purchasing agent desk) Cut time per order from 60 to 20 minutes Online connection to suppliers Online connection to suppliers

36. 6-36 Role of the Internet in Business-to-Business Marketing Sales support Virtual trade shows Private exchange Product design Online auctions

37. How is this ad B2B and B2C? 6-37

38. 6-38 Check Yourself 1. What factors affect the B2B buying process? 2. What are the six different buying roles? 3. What is the difference between new buy, rebuy, and modified rebuy?

39. 6-39 Glossary Business-to-business (B2B) marketing refers to the process of buying and selling goods or services to be used in the production of other goods and services, for consumption by the buying organization, and/or for resale by wholesalers and retailers. Return to slide

40. 6-40 Glossary Buying center participants are people responsible for the buying decisions. Return to slide

41. 6-41 Glossary A private exchange occurs when a specific firm (either buyer or seller) invites others to participate in online information exchanges and transactions. Return to slide

42. 6-42 Glossary The request for proposals (RFP) is a process through which buying organizations invite alternative suppliers to bid on supplying their required components. Return to slide

43. 6-43 Glossary Resellers are marketing intermediaries that resell manufactured products without significantly altering their form. Return to slide