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1. The Producer Market

1. The Producer Market. B. Characteristics of Industrial Markets 1. Fewer Buyers. 2. Larger Buyers. 3. Geographically Concentrated Buyers. 4. Derived Demand. 5. Inelastic Demand. 6. Fluctuating Demand. 7. Professional Purchasing. 8. Direct Purchasing. 9. Reciprocity. 10. Leasing.

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1. The Producer Market

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  1. 1. The Producer Market

  2. B. Characteristics of Industrial Markets1. Fewer Buyers

  3. 2. Larger Buyers

  4. 3. Geographically Concentrated Buyers

  5. 4. Derived Demand

  6. 5. Inelastic Demand

  7. 6. Fluctuating Demand

  8. 7. Professional Purchasing

  9. 8. Direct Purchasing

  10. 9. Reciprocity

  11. 10. Leasing

  12. C. Major Types of Buying Situations1. Straight Rebuy

  13. 2. Modified Rebuy

  14. 3. New Task

  15. D. Buying Participants1. Users

  16. 2. Influencers

  17. 3. Buyers

  18. 4. Deciders

  19. 5. Gatekeepers

  20. Industrial Buying Process

  21. Industrial Buying Process6. Supplier Selection7. Order Routine Specification8. Performance Review

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