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ANALYZING BUSINESS MARKETS
Ronaldo S. BatisanDecember 8, 2009
Ateneo Graduate School of Business
Top 10 Concepts - VISUALS
![Page 2: V47 Ch7 Business Markets Visuals Batisan Ronaldo](https://reader035.vdocument.in/reader035/viewer/2022081412/5453e371af7959a4058b8334/html5/thumbnails/2.jpg)
Outline: Analyzing Business Markets consists of:
1. Organizational Buying (what?)
2. Difference between Business Market and Consumer Market
3. Buying Situations
4. Systems Buying
5. Participants in the Business Buying Process (who?)
![Page 3: V47 Ch7 Business Markets Visuals Batisan Ronaldo](https://reader035.vdocument.in/reader035/viewer/2022081412/5453e371af7959a4058b8334/html5/thumbnails/3.jpg)
Outline: Analyzing Business Markets consists of:
6. Purchasing Department Perceptions
7. Stages in the Buying Process
8. Managing Business-to-Business Customer Relationships
9. Business Relationships: Risks and Opportunism
10. Institutional & Government Markets
![Page 4: V47 Ch7 Business Markets Visuals Batisan Ronaldo](https://reader035.vdocument.in/reader035/viewer/2022081412/5453e371af7959a4058b8334/html5/thumbnails/4.jpg)
Concept 1:
Organizational Buying
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Concept 2:
Difference between Business Market and Consumer Market
![Page 6: V47 Ch7 Business Markets Visuals Batisan Ronaldo](https://reader035.vdocument.in/reader035/viewer/2022081412/5453e371af7959a4058b8334/html5/thumbnails/6.jpg)
Concept 3: Buying Situations
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Concept 4: Systems Buying and Selling
![Page 8: V47 Ch7 Business Markets Visuals Batisan Ronaldo](https://reader035.vdocument.in/reader035/viewer/2022081412/5453e371af7959a4058b8334/html5/thumbnails/8.jpg)
Concept 5:
Participants in the Business Buying Process
![Page 9: V47 Ch7 Business Markets Visuals Batisan Ronaldo](https://reader035.vdocument.in/reader035/viewer/2022081412/5453e371af7959a4058b8334/html5/thumbnails/9.jpg)
Concept 6:
Purchasing Department Perceptions
![Page 10: V47 Ch7 Business Markets Visuals Batisan Ronaldo](https://reader035.vdocument.in/reader035/viewer/2022081412/5453e371af7959a4058b8334/html5/thumbnails/10.jpg)
Concept 7:
Stages in the Buying Process
![Page 11: V47 Ch7 Business Markets Visuals Batisan Ronaldo](https://reader035.vdocument.in/reader035/viewer/2022081412/5453e371af7959a4058b8334/html5/thumbnails/11.jpg)
Concept 8:
Managing Business-to-Business Customer Relationships
![Page 12: V47 Ch7 Business Markets Visuals Batisan Ronaldo](https://reader035.vdocument.in/reader035/viewer/2022081412/5453e371af7959a4058b8334/html5/thumbnails/12.jpg)
Concept 9: Business Relationships: Risks and Opportunism
![Page 13: V47 Ch7 Business Markets Visuals Batisan Ronaldo](https://reader035.vdocument.in/reader035/viewer/2022081412/5453e371af7959a4058b8334/html5/thumbnails/13.jpg)
Concept 10:
Institutional & Government Markets
![Page 14: V47 Ch7 Business Markets Visuals Batisan Ronaldo](https://reader035.vdocument.in/reader035/viewer/2022081412/5453e371af7959a4058b8334/html5/thumbnails/14.jpg)
Summary: Analyzing Business Markets consists of:
1. Organizational Buying (what?)
2. Difference between Business Market and Consumer Market
3. Buying Situations
4. Systems Buying
5. Participants in the Business Buying Process (who?)
![Page 15: V47 Ch7 Business Markets Visuals Batisan Ronaldo](https://reader035.vdocument.in/reader035/viewer/2022081412/5453e371af7959a4058b8334/html5/thumbnails/15.jpg)
Summary: Analyzing Business Markets consists of:
6. Purchasing Department Perceptions
7. Stages in the Buying Process
8. Managing Business-to-Business Customer Relationships
9. Business Relationships: Risks and Opportunism
10. Institutional & Government Markets
![Page 16: V47 Ch7 Business Markets Visuals Batisan Ronaldo](https://reader035.vdocument.in/reader035/viewer/2022081412/5453e371af7959a4058b8334/html5/thumbnails/16.jpg)
My Conclusion: Analyzing Business Markets
Business organizations do not only sell; they also buy vast quantities of raw materials, manufactured components, plant and equipment, supplies and business services. To create and capture value, sellers need to understand these organizations’ needs, resources, policies and buying procedures.
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ANALYZING BUSINESS MARKETS
Ronaldo S. BatisanAteneo Graduate School of Business
Top 10 Concepts