Marketing Differences B2B vs B2C

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Marketing Differences Paper: B2b vs. B2c In two distinct e-commerce business types, Business-to-business (B2B) and Business-to-Consumer (B2C), there are many differences in the way they operate. Specifically in marketing, differences include how the marketing is driven and the values of the strategies, the size of the target market and length of the sales cycle, and even the buying patterns of the target consumers. Each of these differences will be better defined and explained in the following paragraphs. Drive and Strategy Values Business-to-Business Business-to-business companies are relationship driven. They are offering another company a product or service that the company should use to their benefit, and in order to sell this…show more content…
Consumer Buying Patterns Business-to-Business In terms of marketing, even the buying patterns and reasons for purchase of the consumers play a large part in the different marketing techniques of B2B and B2C companies. In the business-to-business companies, the buyers are buying based off of rational decisions and the business value a product or service brings. This is why the marketing strategy must focus on the relationship between businesses: the need to communicate the details and benefits of a product or service, to prove it as a beneficial and worthwhile for another company to have, is critical. Business-to-Consumer The consumers in this type of business have buying patterns based on emotions. The products they seek out often are selected based on price, the desire to own something they don’t necessarily need but really want, or to reflect a certain status within their social circles. These reasons create the need for an entirely different marketing strategy- one that appeals to the social status, or the price that most consumers would be willing to pay for that product or service. The need to be competitive, to market something so that it will sell better than the competitors is critical, as in the technological e-commerce world there is the possibility for limitless competitors, and not every one of them will survive (Murphy, 2008).
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