Abstract
The article devlops main characteristics of business markets with particular attention to maket concentration and complex business exchanges between customer and supplier. It then examines the buying behavior of the industrial customer and highlights how to segment business markets and develop a correct value proposition to selected targets.
| Titolo tradotto del contributo | [Autom. eng. transl.] Business-to-business market management |
|---|---|
| Lingua originale | Italian |
| Titolo della pubblicazione ospite | La guida del Sole 24 Ore al Marketing |
| Editor | GUIDO CRISTINI |
| Pagine | 97-118 |
| Numero di pagine | 22 |
| Stato di pubblicazione | Pubblicato - 2009 |
Keywords
- BUSINESS MARKETING
- INDUSTRIAL CUSTOMER