ICE BREAKER
Situation wherein decisive action taken against threat of loss in response to opportunity for gain.
What is Loss aversion in b2b
Conceptual roots are attached to Abraham Maslow 1943 Hierarchy of Needs
What could be Grass roots for value elements be attached to ?
Elements herein are easy to measure and competing on them- intense and straightforward
How can you describe table stakes and functional value elements ?
Unaware, Interest establish, Problem acknowledge, Solutioning
What are the Stages of b2b Buying Cycle
Geographically distributed, mass markets
What are b2c market characteristics
Herein, a powerful champion is not identified due to which it may result in slowdown in the process & no consensus
What is Decision Paralysis in b2b
Table stakes, Functional, Ease of doing business, Individual and Inspirational
Hierarchy of value elements in business marketing
Ease of doing business value elements
Which are the 1st set of elements that involve subjective judgements from buyers.
Market segments, needs, value drivers, competing alternatives
What are key Market analysis components in b2b
Involvement of various functional areas in buyer, supplier firms, Technical expertise, Rational performance
State key buying behaviour characteristics in b2b
Situation where in change is considered risky and current state of affairs provides a comfort zone
What is Status Quo in b2b
As table stakes are prerequisites for being in business & not areas of differentiation. Also helps in addition to the list of more loyal customers
Why do we need to add more value in b2b market offerings?
This lot is difficult to isolate, quantify and thus harder to implement
What are characteristics of emotional value elements ?
Blogs, Ads, webinars, testimonials, customer stories, flash demos, Analyst (technical) papers
How does a b2b marketer generate awareness
Enduring, Long term, sustainable and complex
State 2 customer relation characteristics in b2b markets
Identified as the need to optimize prices, meet specifications, comply with regulations, and follow ethical practices
What are the basic hygiene factors for b2b sellers?
The balancing act method of Price and Specifications to say Buyers reputation or Regulations and compliance to reduced anxiety.
What is a tried and tested way to avoid the commodity trap
Provides hope for the future of the org or the individual buyer example: move over to next gen technology
How can you explain hope as one of Inspirational value element ?
Repetition, Reinforcement and Imagery
How do you create brand identity in b2c marketing
Secondary research, exploratory research, govt publications and expert opinions
Data reliance means in industrial markets
Ensures that rational, quantifiable criteria around price and performance shapes analyses & final decision.
What does TCO model help ensure
Recognizes the full range of both rational and emotional factors behind business purchases and tailors the value proposition accordingly
What is a sure shot approach to avoid the commodity trap.
Herein lies the battle of ultimate differentiation : Say move from previously visceral to scientific rigour and merit investments.
Why is “purpose” considered to be in the top rung of subjective value elements ?
Education and information / communication platforms
Name two awareness building mechanisms in b2b marketing.
Occurs when one b2b / industrial product is useful if other products also exist
When can we say joint/derived demand occur ?