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Chapter 6- slide 1
Business Markets
Business buyer behavior refers to the buying behavior of
the organizations that buy goods and services for use in
production of other products and services that are sold,
rented, or supplied to others. Also included are retailing
and wholesaling firms that acquire goods to resell or rent
to others for profit.
Business buying process is the process where business
buyers determine which products and services are
needed to purchase, and then find, evaluate, and choose
among alternative brands
Copyright 2010 Pearson Education, Inc.
Publishing as Prentice Hall
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Business Markets
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Business Markets
More decision participants
More professional purchasing effort
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External stimuli
Idea from a trade show or advertising
Copyright 2010 Pearson Education, Inc.
Publishing as Prentice Hall
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Online purchasing
Company-buying sites
Extranets
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Disadvantages
Can erode relationships as buyers search for new
suppliers
Security
Copyright 2010 Pearson Education, Inc.
Publishing as Prentice Hall
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Low budgets
Captive audience
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