Must have or nice to have

Abstract

Purpose

This paper aims to provide an opportunity to study organization buying behavior, specifically buying and selling in the B2B context. The case demonstrates the need to understand the expectations of the buyer’s decision-making unit and the challenges involved in acquiring and retaining customers based on the articulated value proposition of the product. The case also provides an opportunity to explore the critical issues related to an organization’s buying process, while emphasizing on the importance of customer relationship management and the challenges involved in sales conversion.

Design/methodology/approach

The case is a filed-based study that aims to provide insight on differences between buying and selling in B2B & B2C and an understanding on customer value proposition in B2B buying context.

Findings

The case provides a comprehensive overview on the key role of decision-making units and decision-making process in B2B context.

Originality/value

This is an India-specific field-based case study on B2B selling situation. The case provides a framework on salesperson B2B selling approach, techniques and skills in view of the changing business selling environment in the age of technologically advanced digital world.

Citation

Mahapatra, S., Ramani, A. and Kulkarni, A.D. (2019), "Must have or nice to have", Journal of Business & Industrial Marketing, Vol. 34 No. 1, pp. 39-48. https://doi.org/10.1108/JBIM-09-2017-0209