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?
The question on the page originate from the summary of the following study material:
- A unique study and practice tool
- Never study anything twice again
- Get the grades you hope for
- 100% sure, 100% understanding
