Characteristics of B2B Marketing

It might sound doubtful to readers but Marketing theory produces a list of characteristics for Business to Business Marketing.
In my opinion, the more advanced the Marketing intelligence systems, the more complex the business, human relationships, the more we will be focusing on making these "moments of truth" during the encounter service between the buyer and the supplier, more unique, more trustful oriented, more performance oriented. For the sake of the discussion, let's start to list the B2B Marketing approach characteristics:

1) Nature and size of customers: Typically, we have a small number of potential customers, each customer therefore turns to very significant account.

2) Complexity of buying: The Buying process is more complex, as well as the number of people involved in process.

3) Choice Criteria: The customer may have economic and technical choice/ selection criteria, as well as ones similar to end-users.

4) The Risks: The Contracts of agreement between the buyer and the seller are often signed before a product is made. Any assumptions made can be damaging for budgeting / expenses incurred in the process.

5) Buying fits specific requirements: We usually have precise requirements for incorporation into eventual product – or narrowly defined market research or advertising brief.

6) Reciprocal buyig: Organizatiosn are partners, probably selling to each other or even develop R&D for each other. Such a business proposal links future expectations and performance outcomes.

7) Derived Demand: Demand is passed back up the supply chain. For example, the demand for iPods increases the demand for small hard-drives.

8) Negotiations: Prices and conditions of sales are determined by negotiations.

These characteristics of B2B Marketing business approach simultaneously reflect on corporate Marketing strategies and implementation best practices.