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1. Demographic Factors
i) Industry — which industries should we serve?
ii) Company size — which size of the company should we target/serve?
iii) Location- which geographical or regional areas should we target?
2. Operating Variables
i) Technology- what kind of technology are consumers interested in?
ii) User or non-users status,
iii) Customer capabilities — what is the customer capable of?
3.Purchasing Approaches:
i) Purchasing function organization — structure, i. . e. whether centralized or decentralized.
ii) Power structure — marketer should identify the key people in the organization and find out how much power they have. They can easily influence a purchase decision.
iii) Nature of existing relationship — strong relationship or most desirable companies
iv) General purchase policies — companies that prefer leasing contracts or sealed biding or tendering.
4. Situational Factors
i) Agency — some customers will require quick and sudden delivery system.
ii) Specific application — we have certain specific products being applied for separately or an application for all products.
iii) Size of order - in small or large quantities.
5. Personal Characteristics
i) Buyer-seller similarity — Organizations find it easy to access customers with similar values, e.t.c.
Titany answered the question on October 6, 2021 at 10:46