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Chapter 3: Value Creation in Buyer-Seller Relationships - Coggle Diagram
Chapter 3: Value Creation in Buyer-Seller
Relationships
Execution of marketing mix
programs 4Ps
Price
Promotion
Place
Product
Dimension of service quality
Reliability
Responsiveness
Assurance
Empathy
Tangibles
Service Quality
Perishability
Inseparability
Variability
Intangible
Integrated Marketing Communications (IMC)
Solid IMC allows salespeople to solidify their client relationships by
referring to a well-known, consistent corporate message.
Clients expect and deserve consistency in the way a firm’s value-added
message is put forth
Product Quality
Features
Conformance
Reliability
Performance
Aesthetics
Perceived quality
Durability
Serviceability
Channel Deliverable ( Supply chain)
Excellent supply chain management system can add tremendous
value to customer.
Quality of the Buyer-Seller Relationship
The quality of the buyer-seller relationship is measured by trust.
Increasing the value to the customer
Raise benefits
Reduce costs
Raise benefits and reduce costs
Raise benefits by more than the increase in costs
Synergy Between Sales and Marketing
Solid IMC allows salespeople to solidify their client relationships by referring to a well-known, consistent corporate message.
Clients expect and deserve consistency in the way a firm’s value-added message is put forth