Industrial Marketing


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Chapter Code: IMC03

Pages : 316; Paperback;
210 X 275 mm approx.
Suggested Case Studies

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Industrial Marketing Textbook

Demand Issues : Chapter 3

In this chapter we have studied the characteristics of industrial demand and the factors influencing it. The behavior of the industrial market demand is dependent on the nature of demand in the consumer markets; thus industrial demand is derived in nature. Joint demand, fluctuating demand, and stimulation of demand are some of the characteristics of industrial demand.

Industrial demand is sensitive to the price of the product, and to the price of complementary products and substitutes. Industrial markets are also characterized by oligopsony. End consumers, business conditions, and price are the important factors that influence industrial demand.

A thorough knowledge of industrial demand will help industrial marketers to develop better marketing strategies and adopt practices that minimize the adverse impact of demand fluctuations.

Chapter 3 : Overview

Characteristics of Industrial Demand
Derived Demand
Joint Demand
Fluctuating Demand
Stimulation of Demand
Price Sensitivity

Factors Influencing Industrial Demand
End Consumers
Business Conditions of the Customer
Financial Conditions of the Customer

Demand Curves
Marketing Efforts and the Demand Curve