What criteria would be important to organizational buyers

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Reference no: EM132860236 , Length: Word count: 250

Question 1: FedEx believes that its future growth will come from business-to-business e-commerce transactions where customers demand quick and reliable delivery service. Outline a segmentation plan that the firm might use to become the market leader in this rapidly expanding area.

Question 2: Sara Lee Corporation derives more than $1.5 billion of sales each year from the institutional market (for example, hospitals, schools, and restaurants). Explain how a firm such as Sara Lee or General Mills might apply the concept of market segmentation to the institutional market.

Question 3: Automatic Data Processing, Inc. (ADP) handles payroll and tax-filing processing for more than 300,000 customers. In other words, firms outsource these functions to ADP. Suggest possible segmentation bases that ADP might employ in this ser- vice market. What criteria would be important to organizational buyers in mak- ing the decision to turn payroll processing over to an outside firm?

Reference no: EM132860236

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