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How should business market be segmented?
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Chess poster Vidya Oruganti esr14
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Porter’s model is based on the understanding that corporate strategies should meet opportunities and threats within the external environment of organizations. The five competitive forces that Porter has identified shape every industry as well as every market. These forces regulate the intensity of competition, the profitability as well as attractiveness of an industry.
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This presentation by Lorenzo COPPI, Executive Vice President of COMPASS LEXECON was made during the discussion “Competition issues in aftermarkets” held at the 127th meeting of the OECD Competition Committee on 21 June 2017. More papers and presentations on the topic can be found out at oe.cd/1ZY.
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Segmentation of business market
1.
SEGMENTATION OF BUSINESS MARKETS
2.
5VARIABLES
3.
DEMOGRAPHIC
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DEMOGRAPHIC INDUSTRY LOCATION COMPANY SIZE
5.
OPERATING VARIABLES
6.
OPERATING VARIABLES TECHNOLOGY CUSTOMER CAPABILITY USER/NONUSER STATUS
7.
PURCHASING APPROACH
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PURCHASING APPROACH PURCHASING CRITERIA GENERAL POLICIES NATURE OF EXISTING RELATION POWER STRUCTURE
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SITUATIONAL FACTORS
10.
SITUATIONAL FACTORS URGENCY SPECIFIC APPLICATION SIZE OR FACTOR
11.
12.
PERSONAL CHARACTERISTIC BUYER- SELLER SIMILARITY LOYALTY ATTITUDE TOWARDS RISK
13.
THANK YOU
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Created by Jay
s. Mehta, SPCE, during an internship by Prof. Sameer Mathur, IIM Lucknow. www.iiminternship.com
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