2.1 Delivering products/services to customer
specifications
According to reports from primary industry groups, quality is still the main driver
for purchase decisions in the business to business (B2B) sector. Consumers or
end users are driven more readily by perceived value. The notable difference
between these two is price.
The specifications demanded by the organisation’s target market should,
therefore, be the driver. The organisation’s business plan should clearly
highlight the buying preferences of your target market, or at least recommend
further research to develop market intelligence. This is the goal of marketorientated
organisations.