example, the price should also be different to comply with the offered services and the degree of required interaction between the company and its customers. The channel of approaching could also be different. For example, Should HubSpot target B2B or B2C customers? -Use a mix of qualitative (strategic) and quantitative (CLV, market potential) facts to argue your point. Do not restate points from the case, but use them to support your decision. -Will this group be receptive to the product? I
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21st Bled eConference eCollaboration: Overcoming Boundaries through Multi-Channel Interaction June 15 - 18, 2008; Bled, Slovenia Value Creation in B2B E-Markets of China: A Practical Perspective Jing Zhao a, , Shan Wang b and Wilfred V Huang c a Center for International Cooperation in E-Business, College of Management China University of Geosciences, Wuhan 430074, P.R.China zhao5563@gmail.com b Department of Management Science, School of Business, Renmin University, 59 Zhong Guan Cun
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consumer market? Building a brand is important to both business-to-business (B2B) and business-to-consumer (B2C) market. Many people think brand building, a marketing activity, is the same in both market, you are still marketing to people. The difference is the nature of the transaction. Buying a product for yourself and buying one for your company are very different process, very different emotional experience. In B2B market, the goal of any transaction is to help the company to stay profitable
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BCG La compañía de transporte Transinc tiene negocio de B2B pero sin embargo está pensando en pasar al mercado de B2C porque parece que va a crecer de la ostia y tal. Entonces la primera pregunta es que estimes el tamaño del mercado B2B y los datos que te dan son los siguientes: -Ellos venden a 25€/envío (y cada envío tiene 5 packs) -Diariamente de cada uno de sus centros salen 10K packs tanto de B2B como de B2C (entiendo que en total 10k, vaya) -Operan 250 días/año -Sabes que esta empresa tiene
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unique and welcomed promise. This conceptualisation of a brand is universal and applies to various domains including FMCG, internet services and B2B. What changes in every context is the enactment of the brand. It is argued that the concept of a brand is universal, however some adjustments are required in line with the specific context applied; in this case the B2B context. Branding has myopically been viewed by business marketers as largely irrelevant to business markets. Associated mostly with emotional
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Market Segmentation in B2B Markets Written by Paul Hague and Matthew Harrison Satisfying people’s needs and making a profit along the way is the purpose of marketing. However, people’s needs differ and therefore satisfying them may require different approaches. Identifying needs and recognising differences between groups of customers is at the heart of marketing. What Is Marketing If It Is Not About Segmentation? CVS Pharmacy is one of the most successful drug store chains in America. What is
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Being known or being one of many: the need for brand management for business-to-business (B2B) companies Philip Kotler Marketing Department, Kellogg School of Management, Northwestern University, Evanston, Illinois, USA, and Waldemar Pfoertsch Pforzheim University, Pforzheim, Germany and China Europe International Business School, Shanghai, People’s Republic of China Abstract Purpose – This analysis aims to examine the need of business-to-business companies for branding and analyzes the options
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Theo Chocolate Case Study Questions:Theo Chocolate(Explain / Defend all answers) 1. What are the brand values of Theo Chocolate? The brand values of Theo Chocolate are being eco-friendly and socially responsible. Theo Chocolate built its image by producing organic, Fair Trade, bean-to-bar chocolate. 2. Is it valid for Theo to attempt to be the Starbucks of chocolate? What would that mean for Theo, exactly? Yes, absolutely. To be the Starbucks of chocolate is deeply rooted in the Theo
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the two sectors under consideration. The manager can be said to be going global in this case moving from a Fast Moving Consumer Goods (FMCGs) market whose scope is purely domestic to a more complex market dimension- The business to business market. (B2B). Fast moving consumer goods (FMCGs) are those products with a short shelf life as a result of the high frequency with which they are sold and also because some of them are easily perishable. One major characteristic of FMCGs is that they sell fast
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Cisco Case Study Columbia Southern University Business to business (B2B) is defined as commerce transactions between businesses and business to consumer (B2C) is defined as transactions of a business by serving consumers with their products or services. An example of B2B is “commerce transactions between businesses, such as between a manufacturer and a wholesaler or between a wholesaler and a retailer” (McCleave, 2010, para. 4). In addition, an example of B2C is Cisco offering “several home entertainment
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