Question: 1. Will individual dynamics and personality traits affect B2B purchase processes? Why or why not? Use the following purchase context to justify your reasoning: Purchase

1. Will individual dynamics and personality

1. Will individual dynamics and personality traits affect B2B purchase processes? Why or why not? Use the following purchase context to justify your reasoning: Purchase of office supplies in an IT firm. 2. How is customer segmentation done in business-to-business market? What are some of the criteria used for evaluating the desirability of potential market segments? Identify these criteria and what is evaluated in each of them using an example? 3. Explain any three common pricing strategies employed in B2B markets. Use examples from the classroom discussions to elaborate on the differences and the pros and cons of each strategy in B2B scenarios. 4. Explain how the Marketing mix for an industrial product would be different from that of a B2C product? Explain with examples. 5. What is Value based pricing? Explain any three major challenges to value-based pricing and suggest ways in which firms can overcome these issues

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Will individual dynamics and personality traits affect B2B purchase processes? Why or why not? Use the following purchase context to justify your reasoning: Purchase of office supplies in an IT firm.

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