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Economic Growth and Business to-Business Marketing

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  • Abid, Hofa

    (Bt research scoiety)

Abstract

During the last two decades, business-to-business marketing has developed into a distinct field, highlighting the divergences in marketing practice. We believe it is worthwhile to reiterate the many distinctions between the two disciplines and, more importantly, to highlight the importance of these distinctions when adopting a business-to-business marketing strategy. Business-to-business Buyers Are More Demanding. The third differentiating element between B2B and consumer purchasers is a fitting conclusion to this paper: business-to-business buyers are more demanding. They are accountable for making the best buying decisions on behalf of their company. They take fewer risks and hence need superior quality. They are trained to identify a substandard offering when they encounter one. They are used to obtaining their desires. They often pay more than a customer would and hence demand more in return. They are more prone to see themselves as engaged with the product or service than as passive recipients.

Suggested Citation

  • Abid, Hofa, 2021. "Economic Growth and Business to-Business Marketing," OSF Preprints btqsc, Center for Open Science.
    • Handle: RePEc:osf:osfxxx:btqsc
    DOI: 10.31219/osf.io/btqsc
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    References listed on IDEAS

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