Analyzing Business Markets

The business market can be analysed by taking a closer look at the detergent industry in India.

Nirma started off as small business but then went on to become the market leader.

Surf which was the market leader gained back its position with many product line enhancements.

The current scenario looks something like this.

Nirma is a B2C product maily focusing on the delivery of product to end customer.
So this results in product driven orientation and emotional quotient being high.

B2B is a business which caters to other business. The differences can be seen as below.

The stages in buying process is as follows

1. Problem recognition
2. General need description
3. Product specification
4. Supplier search
5. Proposal solicitation
6. Supplier selection
7. Order-routine specification
8. Performance overview

 The B2B comes in to picture when the raw materials and other products are consumed by Nirma to make the end product.


It can be noted that the process is similar to consumer buying process.