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Chapter 6

Management and Organizational Studies 2320A/B Chapter 6: Chapter 6 Notes.docx

Management and Organizational Studies
Course Code
MOS 2320A/B

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Chapter 6 Notes
Business-to-Business Marketing
Business-to-business marketing refers to the process of buying and selling goods or services to be used in the production
of other goods and services, for consumption by the buying organization, or for resale by wholesalers and retailers
Types of Business-to-Business Marketing
- Manufacturers or producers
oPurchasing of raw materials to product products for sale
- Resellers
oWholesalers who purchase products for resale
- Institutions
oPlaces like hospitals or banks that purchase things like toilet paper, things they need to serve their
- Government
oThings like subsidies
B2B firms focus their efforts on serving _______ to create value for those customers
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