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PBME Volume II ISBN: 978-81-947738-1-8
Author(s): SONIA PURANG 
& DR. RAYCHAUDHURI P.S.
Abstract
Over the past few years, B (Business) to B (Business) has become the standard form of transactions involving a manufacturer & manufacturer, manufacturer & wholesaler, or wholesaler & retailer. The study aims at understanding the buying behavior in B to B setting for capturing the market demand of consumption of steel by pharmaceutical industries, medical equipment, and hospitals as well as evaluation of the scenario of demand post-COVID- 19. The study is done for two months based on a questionnaire administered in different regions of India among the manufacturers of pharmaceutical equipment, medical equipment, and hospital furniture, and the data published in various articles, journals, and brochures. It consummated to understand their buying behavior about the demand and consumption of steel. The methodology for the analysis mostly dealt with percentages and average methods. The study revealed the buying behavior, the actual consumption of steel, the effect of COVID- 19 on consumption, and the scenario of demand post-COVID-19. The study helps in understanding the buying behavior in the B to B setting. Hence, contribute to capturing the market demand in the present and future.
Keywords: B TO B Industry, buying behavior, market demand, steel consumption, pharmaceutical equipment, medical equipment
JEL Classification: M30, M31
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