{"id":15683,"date":"2022-12-14T17:21:41","date_gmt":"2022-12-14T10:21:41","guid":{"rendered":"https:\/\/dtmconsulting.vn\/?p=15683"},"modified":"2023-12-28T16:45:25","modified_gmt":"2023-12-28T09:45:25","slug":"nghien-cuu-thi-truong-b2b-tai-viet-nam","status":"publish","type":"post","link":"https:\/\/dtmconsulting.vn\/en\/nghien-cuu-thi-truong-b2b-tai-viet-nam\/","title":{"rendered":"H\u01b0\u1edbng d\u1eabn ti\u1ebfn h\u00e0nh nghi\u00ean c\u1ee9u th\u1ecb tr\u01b0\u1eddng B2B t\u1ea1i Vi\u1ec7t Nam"},"content":{"rendered":"

\u0110\u1ec3 duy tr\u00ec t\u00ednh c\u1ea1nh tranh v\u00e0 m\u1edf r\u1ed9ng c\u0169ng nh\u01b0 ph\u00e1t tri\u1ec3n th\u1ecb tr\u01b0\u1eddng, c\u00e1c doanh nghi\u1ec7p ph\u1ea3i l\u00e0m quen v\u1edbi th\u1ecb tr\u01b0\u1eddng v\u00e0 \u0111\u1ed1i t\u01b0\u1ee3ng m\u1ee5c ti\u00eau c\u1ee7a m\u00ecnh. Vi\u1ec7c ti\u1ebfn h\u00e0nh ph\u00e2n t\u00edch v\u00e0 nghi\u00ean c\u1ee9u th\u1ecb tr\u01b0\u1eddng B2B gi\u00fap x\u00e1c \u0111\u1ecbnh nhu c\u1ea7u, \u0111i\u1ec3m y\u1ebfu v\u00e0 m\u1ed1i quan t\u00e2m c\u1ee7a kh\u00e1ch h\u00e0ng, sau \u0111\u00f3 c\u00f3 th\u1ec3 gi\u00fap th\u00fac \u0111\u1ea9y c\u00e1c ho\u1ea1t \u0111\u1ed9ng marketing c\u1ee7a b\u1ea1n.<\/span><\/p>\n

Khi \u0111\u01b0\u1ee3c s\u1eed d\u1ee5ng \u0111\u00fang c\u00e1ch, nghi\u00ean c\u1ee9u th\u1ecb tr\u01b0\u1eddng B2B<\/strong> gi\u00fap x\u00e1c \u0111\u1ecbnh c\u00e1c r\u1ee7i ro ti\u1ec1m \u1ea9n v\u00e0 \u0111\u00e1nh gi\u00e1 c\u00e1c c\u01a1 h\u1ed9i ti\u1ec1m n\u0103ng trong ng\u00e0nh, \u0111i\u1ec1u n\u00e0y c\u00f3 th\u1ec3 gi\u00fap doanh nghi\u1ec7p \u0111\u1eb7t \u0111\u01b0\u1ee3c m\u1ee5c ti\u00eau kinh doanh \u0111\u00e3 \u0111\u1ec1 ra. Ngo\u00e0i ra, nghi\u00ean c\u1ee9u th\u1ecb tr\u01b0\u1eddng B2B c\u00f3 th\u1ec3 gi\u00fap c\u00e1c doanh nghi\u1ec7p \u0111\u01b0a ra quy\u1ebft \u0111\u1ecbnh ch\u00ednh x\u00e1c h\u01a1n v\u00e0 ti\u1ebft ki\u1ec7m chi ph\u00ed \u0111\u1ec3 doanh nghi\u1ec7p ph\u00e1t tri\u1ec3n m\u1ea1nh m\u1ebd h\u01a1n trong th\u1ecb tr\u01b0\u1eddng ng\u00e0nh.<\/span><\/p>\n

Trong b\u00e0i vi\u1ebft n\u00e0y, h\u00e3y c\u00f9ng DTM Consulting t\u00ecm hi\u1ec3u c\u00e1c c\u00e1ch b\u1ea1n c\u00f3 th\u1ec3 ti\u1ebfn h\u00e0nh nghi\u00ean c\u1ee9u th\u1ecb tr\u01b0\u1eddng B2B, lo\u1ea1i nghi\u00ean c\u1ee9u n\u00e0y kh\u00e1c v\u1edbi nghi\u00ean c\u1ee9u th\u1ecb tr\u01b0\u1eddng B2C ra sao.\u00a0<\/span><\/p>\n

Nghi\u00ean c\u1ee9u th\u1ecb tr\u01b0\u1eddng B2B l\u00e0 g\u00ec?<\/b><\/h2>\n

Nghi\u00ean c\u1ee9u th\u1ecb tr\u01b0\u1eddng B2B \u0111\u1ec1 c\u1eadp \u0111\u1ebfn quy tr\u00ecnh \u0111\u01b0\u1ee3c s\u1eed d\u1ee5ng \u0111\u1ec3 thu th\u1eadp d\u1eef li\u1ec7u v\u00e0 th\u00f4ng tin chuy\u00ean s\u00e2u trong ng\u00e0nh c\u1ee7a b\u1ea1n. D\u1eef li\u1ec7u n\u00e0y s\u1ebd gi\u00fap b\u1ea1n x\u00e1c \u0111\u1ecbnh nh\u1eefng g\u00ec \u0111\u1ed1i t\u01b0\u1ee3ng m\u1ee5c ti\u00eau c\u1ee7a b\u1ea1n c\u1ea7n v\u00e0 mu\u1ed1n. Nghi\u00ean c\u1ee9u th\u1ecb tr\u01b0\u1eddng B2B c\u00f3 th\u1ec3 l\u00e0 b\u1ea5t c\u1ee9 \u0111i\u1ec1u g\u00ec t\u1eeb nh\u1eadn th\u1ee9c v\u1ec1 th\u01b0\u01a1ng hi\u1ec7u \u0111\u1ebfn chi\u1ebfn l\u01b0\u1ee3c b\u00e1n h\u00e0ng v\u00e0 marketing. T\u1eeb \u0111\u00f3, c\u00f3 th\u1ec3 gi\u00fap b\u1ea1n t\u1ea1o ra m\u1ed9t k\u1ebf ho\u1ea1ch chi\u1ebfn l\u01b0\u1ee3c cho t\u01b0\u01a1ng lai.<\/span><\/p>\n

Ngo\u00e0i ra, nghi\u00ean c\u1ee9u th\u1ecb tr\u01b0\u1eddng B2B c\u00f2n ph\u1ee5c v\u1ee5 cho vi\u1ebft x\u00e2y d\u1ef1ng ch\u00e2n dung kh\u00e1ch h\u00e0ng B2B<\/a>, t\u00ecm ra insight kh\u00e1ch h\u00e0ng B2B<\/a>,…<\/p>\n

Xem th\u00eam: H\u00e0nh vi mua c\u1ee7a kh\u00e1ch h\u00e0ng B2B \u2013 C\u00e1ch tri\u1ec3n khai marketing B2B<\/a><\/strong><\/p>\n

Nghi\u00ean c\u1ee9u th\u1ecb tr\u01b0\u1eddng B2B kh\u00e1c B2C nh\u01b0 th\u1ebf n\u00e0o?<\/b><\/h2>\n

Th\u1ecb tr\u01b0\u1eddng B2B l\u00e0 m\u1ed9t kh\u00e1i ni\u1ec7m l\u1edbn, nh\u01b0ng n\u00f3 kh\u00e1c r\u1ea5t nhi\u1ec1u so v\u1edbi B2C. B\u1ea3n th\u00e2n hai lo\u1ea1i th\u1ecb tr\u01b0\u1eddng l\u00e0 kh\u00e1c nhau v\u00e0 k\u1ebft qu\u1ea3 nghi\u00ean c\u1ee9u th\u1ecb tr\u01b0\u1eddng kh\u00f4ng th\u1ec3 gi\u1ed1ng nhau. V\u00ec v\u1eady, l\u00e0m th\u1ebf n\u00e0o \u0111\u1ec3 ti\u1ebfn h\u00e0nh nghi\u00ean c\u1ee9u ch\u00ednh x\u00e1c khi \u0111\u00e2y l\u00e0 hai th\u1ecb tr\u01b0\u1eddng kh\u00e1c nhau?<\/span><\/p>\n

\u0110\u1ed1i t\u01b0\u1ee3ng kh\u00e1ch h\u00e0ng\u00a0<\/b><\/h3>\n

V\u1edbi B2B, tr\u1ecdng t\u00e2m l\u00e0 doanh nghi\u1ec7p b\u00e1n h\u00e0ng cho doanh nghi\u1ec7p, trong khi v\u1edbi B2C tr\u1ecdng t\u00e2m l\u00e0 doanh nghi\u1ec7p b\u00e1n h\u00e0ng cho ng\u01b0\u1eddi ti\u00eau d\u00f9ng. <\/span>B2B c\u00f3 xu h\u01b0\u1edbng \u0111\u00f2i h\u1ecfi t\u00ednh thuy\u1ebft ph\u1ee5c h\u01a1n \u0111\u1ec3 mua h\u00e0ng so v\u1edbi th\u1ecb tr\u01b0\u1eddng B2C, do \u0111\u00f3, nghi\u00ean c\u1ee9u th\u1ecb tr\u01b0\u1eddng c\u1ea7n chi ti\u1ebft v\u00e0 chuy\u00ean s\u00e2u nhi\u1ec1u h\u01a1n. <\/span>H\u01a1n n\u1eefa, c\u00f3 th\u1ec3 cung c\u1ea5p c\u00e1c \u01b0u \u0111\u00e3i t\u1ed1t h\u01a1n cho c\u00e1c th\u1ecb tr\u01b0\u1eddng B2B \u0111\u1ec3 khuy\u1ebfn kh\u00edch h\u1ecd ch\u1ecdn doanh nghi\u1ec7p c\u1ee7a b\u1ea1n \u0111\u1ec3 h\u1ee3p t\u00e1c kinh doanh.<\/span><\/p>\n

\"\"<\/p>\n

\u0110\u1ed9 ph\u1ee9c t\u1ea1p c\u1ee7a s\u1ea3n ph\u1ea9m B2B<\/b><\/h3>\n

Chi ti\u00eau c\u00f3 xu h\u01b0\u1edbng cao h\u01a1n \u1edf th\u1ecb tr\u01b0\u1eddng B2B so v\u1edbi th\u1ecb tr\u01b0\u1eddng B2C. C\u00e1c s\u1ea3n ph\u1ea9m v\u00e0 gi\u1ea3i ph\u00e1p B2B c\u00f3 xu h\u01b0\u1edbng ph\u1ee9c t\u1ea1p h\u01a1n. Ng\u01b0\u1ee3c l\u1ea1i, B2C c\u00f3 xu h\u01b0\u1edbng \u0111\u01a1n gi\u1ea3n h\u01a1n v\u1ec1 t\u1ed5ng th\u1ec3.\u00a0<\/span><\/p>\n

C\u00e1c giao d\u1ecbch mua \u0111\u01b0\u1ee3c th\u1ef1c hi\u1ec7n kh\u00e1c nhau<\/b><\/h3>\n

So v\u1edbi <\/span>h\u00e0nh tr\u00ecnh mua h\u00e0ng<\/span><\/a> B2C, h\u00e0nh tr\u00ecnh mua h\u00e0ng B2B d\u00e0i h\u01a1n, c\u00f3 nhi\u1ec1u giai \u0111o\u1ea1n h\u01a1n v\u00e0 c\u00f3 nhi\u1ec1u b\u00ean li\u00ean quan h\u01a1n. Nhi\u1ec1u th\u00f4ng tin h\u01a1n c\u0169ng c\u00f3 xu h\u01b0\u1edbng \u0111\u01b0\u1ee3c y\u00eau c\u1ea7u trong su\u1ed1t qu\u00e1 tr\u00ecnh mua h\u00e0ng v\u00e0 nh\u1eefng giao d\u1ecbch mua n\u00e0y kh\u00f4ng t\u1eadp trung v\u00e0o c\u00e1c \u0111i\u1ec3m ti\u1ebfp x\u00fac c\u1ea3m x\u00fac nh\u01b0 B2C.\u00a0<\/span><\/p>\n

C\u00e1ch ti\u1ebfn h\u00e0nh nghi\u00ean c\u1ee9u th\u1ecb tr\u01b0\u1eddng B2B cho doanh nghi\u1ec7p t\u1ea1i Vi\u1ec7t Nam<\/b><\/h2>\n

Khi b\u1ea1n \u0111\u00e3 hi\u1ec3u h\u01a1n v\u1ec1 nghi\u00ean c\u1ee9u th\u1ecb tr\u01b0\u1eddng B2B v\u00e0 <\/span>c\u00e1ch thu th\u1eadp d\u1eef li\u1ec7u<\/span><\/a>, b\u1ea1n c\u00f3 th\u1ec3 b\u1eaft \u0111\u1ea7u ti\u1ebfn h\u00e0nh nghi\u00ean c\u1ee9u th\u1ecb tr\u01b0\u1eddng cho doanh nghi\u1ec7p b\u1ea1n b\u1eb1ng c\u00e1c b\u01b0\u1edbc sau:<\/span><\/p>\n

X\u00e1c \u0111\u1ecbnh v\u1ea5n \u0111\u1ec1 nghi\u00ean c\u1ee9u<\/b><\/h3>\n

C\u00f4ng vi\u1ec7c \u0111\u1ea7u ti\u00ean trong qu\u00e1 tr\u00ecnh nghi\u00ean c\u1ee9u th\u1ecb tr\u01b0\u1eddng l\u00e0 x\u00e1c \u0111\u1ecbnh v\u1ea5n \u0111\u1ec1 m\u00e0 doanh nghi\u1ec7p \u0111ang ph\u1ea3i \u0111\u1ed1i m\u1eb7t, c\u1ea7n d\u1eef li\u1ec7u nghi\u00ean c\u1ee9u \u0111\u1ec3 \u0111\u01b0a ra h\u01b0\u1edbng gi\u1ea3i quy\u1ebft, c\u00e1c m\u1ee5c ti\u00eau c\u1ea7n \u0111\u1ea1t c\u1ee7a cu\u1ed9c nghi\u00ean c\u1ee9u.<\/span><\/p>\n

Sau khi x\u00e1c \u0111\u1ecbnh \u0111\u01b0\u1ee3c v\u1ea5n \u0111\u1ec1, b\u1ea1n c\u1ea7n l\u00e0m s\u00e1ng r\u00f5 h\u01a1n n\u1eefa v\u1ea5n \u0111\u1ec1 nghi\u00ean c\u1ee9u v\u00e0 th\u1ec3 hi\u1ec7n ch\u00fang d\u01b0\u1edbi d\u1ea1ng c\u00e2u h\u1ecfi nghi\u00ean c\u1ee9u.\u00a0<\/span><\/p>\n

>> Xem th\u00eam: <\/span>Nguy\u00ean nh\u00e2n th\u1ea5t b\u1ea1i c\u1ee7a s\u1ea3n ph\u1ea9m, d\u1ecbch v\u1ee5 m\u1edbi<\/span><\/a><\/p>\n

Thi\u1ebft k\u1ebf nghi\u00ean c\u1ee9u<\/b><\/h3>\n

Sau khi \u0111\u00e3 x\u00e1c \u0111\u1ecbnh \u0111\u01b0\u1ee3c v\u1ea5n \u0111\u1ec1 v\u00e0 c\u00e1c m\u1ee5c ti\u00eau, b\u1ea1n c\u1ea7n ch\u1ecdn ki\u1ec3u nghi\u00ean c\u1ee9u ph\u00f9 h\u1ee3p \u0111\u1ec3 ho\u00e0n th\u00e0nh m\u1ee5c ti\u00eau nghi\u00ean c\u1ee9u c\u1ee7a m\u00ecnh.<\/span><\/p>\n

C\u1ee5 th\u1ec3, trong b\u01b0\u1edbc n\u00e0y, b\u1ea1n c\u1ea7n x\u00e1c \u0111\u1ecbnh c\u00e1c ngu\u1ed3n d\u1eef li\u1ec7u c\u00f3 th\u1ec3 thu th\u1eadp, ph\u01b0\u01a1ng th\u1ee9c thu th\u1eadp, c\u00e1c ph\u01b0\u01a1ng ti\u1ec7n & c\u00f4ng c\u1ee5 th\u1ef1c hi\u1ec7n, m\u1eabu nghi\u00ean c\u1ee9u, x\u00e1c \u0111\u1ecbnh thang \u0111o v\u00e0 cu\u1ed1i c\u00f9ng l\u00e0 thi\u1ebft k\u1ebf v\u00e0 ki\u1ec3m tra b\u1ea3ng h\u1ecfi.\u00a0<\/span><\/p>\n

\u0110\u1ed1i v\u1edbi ngu\u1ed3n d\u1eef li\u1ec7u, b\u1ea1n c\u00f3 th\u1ec3 l\u1ef1a ch\u1ecdn m\u1ed9t trong hai, ho\u1eb7c c\u1ea3 hai ngu\u1ed3n sau:<\/span><\/p>\n