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B2 BB 2 C

The document compares B2B and B2C sales, noting that B2B has relatively few large buyers who make planned purchases based on needs, while B2C has many small individual buyers who make emotional purchases based on wants.

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Ngọc Minh
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24 views

B2 BB 2 C

The document compares B2B and B2C sales, noting that B2B has relatively few large buyers who make planned purchases based on needs, while B2C has many small individual buyers who make emotional purchases based on wants.

Uploaded by

Ngọc Minh
Copyright
© © All Rights Reserved
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
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B2B B2C

1. Number of buyers Relatively few potential Many customers


customers
2. Purchase volume and Large Small
value of each purchase
3. Geographic distribution Large Small
4. Relationship between Long Term Short term
buyer and seller
5. Demand elasticity Lengthy Short
6. Buyer Organizations Households, Individuals
7. Purchasing decision Planned and Logical Emotional
process Based on needs Based on desire and want
8. Major influences on Environmental, Organizational, Interpersonal, Individual
buyers Interpersonal, Individual

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