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Journal of Production Research & Management

Planning Operations in Business Markets — Key Strategies and Applications

  1. Anil Kumar Chojar

Abstract

Business buyers are those buyers who buy products either for resale or use those products to produce other goods and services, which they supply to their own customers in other markets. Market driven manufacturing companies are more focused on customers as they exhibit the ability to observe the market trends earlier than their competitors. These big firms such as industrial products’ manufacturers cum suppliers have several product divisions arranged according to product lines and brands. These companies set policies at the corporate level to provide direction for strategy development in each business division to ensure that the entire business enterprise records growth. The present research study examines the concepts and strategies of large corporations in business markets that they employ to generate revenue and growth while satisfying needs of their customers. The application of these concepts have been studied and analyzed with the help of a case study on Caterpillar, Inc., which is the world’s leading manufacturer and provider of construction and mining equipment, diesel and natural gas engines, industrial gas turbines, and diesel-electric locomotives besides a range of products that come in its main segments of business comprising construction industries, resources industries, and energy and transportation industries.

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