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Everyone watching this video is a consumer, but your main buying experience might be in a business-to-consumer context, like purchasing groceries, cars, or planning holidays. If you’re selling to other businesses, it’s crucial to understand how consumer values differ in business-to-business interactions.
When you’re doing business with other businesses, you will notice:
- A focus on long-term relationships, partnerships, and trust
- The importance of quality, reliability, and expertise
- The decision-making process often involves multiple stakeholders
In Business to Consumer scenarios, there is typically:
- A focus on personal preferences and emotions, where brand image and marketing heavily influence consumer choices
- An increased emphasis on convenience and customer experience
- A substantial impact of technology and social media
For a visual outline of the differences, review the B2B and B2C versions of the Bains Values Pyramid. They illustrate the complexity of B2B considerations and help you convert these value elements into a practical checklist.
Next week, we’ll examine how value creation could change your position in your marketplace.
Resources
View the webinar replay: The Nudge Effect: Psychological Strategies for Effective Marketing.
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