Type of organization Manufacturing, institutional, government,
public utility, military, farm, etc.
Demographics Size
Employees
Sales volume
SIC code
Number of plants
Geographic location:
East, Southeast, South, Midwest, Mountains,
Southwest, West
Large city -----> rural
Type of product Installations, accessories, components, raw
materials, supplies, services
Type of buying situation Decentralized -----> centralized
Buyer -----> multiple buying influence
Straight rebuy --> modified rebuy --> new buy
Source loyalty Weak -----> strong loyalty
Last resort --> second source --> first source
Kinds of commitments Contracts, agreements, financial aids
Reciprocity None -----> complete