产业方场的特性 6-2 Market Structure and Demand Fewer, larger buyers Geographically concentrated Demand derived from consumers Inelastic demand Fluctuating demand Nature of the Buying Unit More buyers More professional purchasing effort Types of Decisions the Decision process More complex decisions Process is more formalized Buyer and seller are more dependent on each other Build close long-term relationships with customers 商务策划学院2002商务策划学院 2002 6-2 Types of Decisions & the Decision Process 产业市场的特性 Market Structure and Demand • Fewer, larger buyers • Geographically concentrated • Demand derived from consumers • Inelastic demand • Fluctuating demand Nature of the Buying Unit • More buyers • More professional purchasing effort • More complex decisions • Process is more formalized • Buyer and seller are more dependent on each other • Build close long-term relationships with customers