growth of the matchbox market can be attributed to
increase in rural population and to increase in smokers year on year. The
biggest player in the Indian market is ITC with over 70% of market share in terms
of cigarette sales per annum. Wimco, after being bought by ITC, now contributes
to this growing market.
Organizational buying refers
to the decision-making process by which formal organizations establish the need
for purchased products and services, and identify, evaluate, and choose among
alternative brands and suppliers.
Challenges of business
markets:
•Fewer, larger buyers
•Close supplier-customer
relationships
•Professional
purchasing
•Many buying influences
•Multiple sales calls
•Derived demand
•Inelastic demand
•Fluctuating demand
•Geographically concentrated
buyers
•Direct purchasing
Buying situations include:
Straight buy, modified re-buy and new task
• Initiators
• Users
• Influencers
• Deciders
• Approvers
• Buyers
• Gatekeepers
Ship matchboxes have been piggybacking on ITCs
cigarette distribution network across India. The market in India is here to
stay for time to come.
Organizational buying refers
to the decision-making process by which formal organizations establish the need
for purchased products and services, and identify, evaluate, and choose among
alternative brands and suppliers.
Challenges of business
markets:
•Fewer, larger buyers
•Close supplier-customer
relationships
•Professional
purchasing
•Many buying influences
•Multiple sales calls
•Derived demand
•Inelastic demand
•Fluctuating demand
•Geographically concentrated
buyers
•Direct purchasing
Buying situations include:
Straight buy, modified re-buy and new task
• Initiators
• Users
• Influencers
• Deciders
• Approvers
• Buyers
• Gatekeepers
Ship matchboxes have been piggybacking on ITCs
cigarette distribution network across India. The market in India is here to
stay for time to come.
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