Porter, 2008 - Five Forces Framework - The Power of Buyers
4 important questions on Porter, 2008 - Five Forces Framework - The Power of Buyers
How can powerful buyers, the flip side of powerful suppliers, capture more value?
When do buyers have power?
When does a customer group have negotiating leverage? List the 4 if's
- There are few buyers, or each purchases in volumes large relative to size of vendor
- Industry's products are standardised or undifferentiated
- Buyers face few switching costs
- Buyers can threaten to integrate backward and produce the industry's product themselves (packaging in soft drink industry)
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Most sources of buyer power apply equally to consumers and to B2B customers, but then there are also intermediate customers. Who are they?
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