Analysing Business Markets

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Business Market Management is the process of understanding, creating, and delivering value to targeted business markets and customers. Business markets are firms, institutions, or governments that acquire goods and services either for their own use or for resale to other firms, institutions etc.
Value as the Cornerstone of Business Market Management

What is Value in Business Markets?

Value is the functionality or performance of a market offering in a given customer application. It is the worth in monetary terms of the economic, technical, service, and social benefits a customer firm receives in exchange for the price it pays for a marketing offer. Based on this, a fundamental value equation can be constructed

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Buying Decision Process

Organisational Buying