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Business Buyer Behavior

Business buyer behavior refers to how organizations make purchasing decisions for goods and services used to produce or resell other products. The business buying process involves determining needs, finding, evaluating, and choosing among suppliers. There are different types of buying situations like straight rebuys, modified rebuys, or new tasks. Multiple roles within organizations like users, influencers, buyers, and deciders impact purchasing decisions which are influenced by organizational, economic, technological and personal factors. Companies go through stages in the buying process from problem recognition to purchase evaluation and selection.

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133 views4 pages

Business Buyer Behavior

Business buyer behavior refers to how organizations make purchasing decisions for goods and services used to produce or resell other products. The business buying process involves determining needs, finding, evaluating, and choosing among suppliers. There are different types of buying situations like straight rebuys, modified rebuys, or new tasks. Multiple roles within organizations like users, influencers, buyers, and deciders impact purchasing decisions which are influenced by organizational, economic, technological and personal factors. Companies go through stages in the buying process from problem recognition to purchase evaluation and selection.

Uploaded by

SK Munaf
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
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Business Buyer Behavior and

Business Markets

Business Buyer Behavior and Business Markets


Business Buyer Behavior:
The buying behavior of the organizations that buy goods and services
for use in the production of other products and services
or to resell or rent them to others at profits.

Business buying process:


The decision process by which business buyers determine
which products and services their organizations need to purchase, and then
find, evaluate, and choose among alternative suppliers and brands.
Characteristics of Business Markets:
Table (Characteristics of Business Markets)

Business Buyer Behavior


The Model of Business Buyer Behavior:
Fig (The Model of Business Buyer Behavior)
Major types of buying situations:
1. Straight rebuy
2. Modified rebuy
3. New Task
4. Systems Selling (or solutions selling)

Business Buyer Behavior and Business Markets


Participants in the Business Buying Process
1. Users
2. Influencers
3. Buyers
4. Deciders
5. Gatekeepers
Major Influences on Business Buyer Behavior:
Fig (Influences of Business buyer behavior)

The Business Buying Process:


Fig (Stages of Business Buying decision Process)

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