B2B Business Model Corrugated Packaging Industrial

Abstract

The objectives of the research article; B2B marketing model for the corrugated packaging industry; were to study and develop the B2B marketing model of the corrugated packaging industry. Delphi technique was used, subsequently, using determined factors to specify the B2B marketing model of the corrugated packaging industry. As a result, there were 3 categories of factors influencing a purchase. They were; 1) Environmental factors as marketing mix, business to business marketing strategy and other stimuli, five forces; 2) Internal factors of the suppliers/ packaging manufacturer such as business model, value chain, strategic analysis; 3) Organizational procurement method relating to internal factors of an organization, for example, value chain, purchasing, purchase decision process, buying center and buyer’s responses. Furthermore, the factors as interpersonal factors and individual factors were included. Nonetheless, applying the B2B marketing model, analyzers initially specified the business’s customers to determine market segmentation by analyzing strategic group mapping. The activities that increased the value of business and customers were determined. These activities were required to fulfill the customer requirement by turning the profit to customers through the tools as 4Ps marketing mix and 4Cs customer’s perspective.