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  • Business Buyer Behavior: UNIT-2

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    Pavan Kumar Kondapalli
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    This document summarizes key aspects of business buyer behavior: 1) Business buyer behavior refers to how organizations purchase goods and services for use in producing other products and services. Business markets are larger than consumer markets in dollars and items traded. 2) Business markets have fewer but larger buyers concentrated in certain geographies. Demand comes from end consumers and can fluctuate. Purchasing involves more people and is a more formalized process focused on long-term relationships. 3) Multiple influences like the environment, organization, interpersonal relationships, and individual factors impact business buyer decisions. The buying process involves identifying needs, searching for suppliers, selecting orders, and reviewing performance.

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    unit-2 notes

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    b2b Unit 2 Ppts

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    This document summarizes key aspects of business buyer behavior: 1) Business buyer behavior refers to how organizations purchase goods and services for use in producing other products and services. Business markets are larger than consumer markets in dollars and items traded. 2) Business markets have fewer but larger buyers concentrated in certain geographies. Demand comes from end consumers and can fluctuate. Purchasing involves more people and is a more formalized process focused on long-term relationships. 3) Multiple influences like the environment, organization, interpersonal relationships, and individual factors impact business buyer decisions. The buying process involves identifying needs, searching for suppliers, selecting orders, and reviewing performance.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPT, PDF, TXT or read online from Scribd
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    Download as ppt, pdf, or txt
    10 views9 pages

    Business Buyer Behavior: UNIT-2

    Uploaded by

    Pavan Kumar Kondapalli
    This document summarizes key aspects of business buyer behavior: 1) Business buyer behavior refers to how organizations purchase goods and services for use in producing other products and services. Business markets are larger than consumer markets in dollars and items traded. 2) Business markets have fewer but larger buyers concentrated in certain geographies. Demand comes from end consumers and can fluctuate. Purchasing involves more people and is a more formalized process focused on long-term relationships. 3) Multiple influences like the environment, organization, interpersonal relationships, and individual factors impact business buyer decisions. The buying process involves identifying needs, searching for suppliers, selecting orders, and reviewing performance.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPT, PDF, TXT or read online from Scribd
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    Download as ppt, pdf, or txt
    of 9

    5&6-1

    BUSINESS BUYER BEHAVIOR


    UNIT-2
    Prof. K.V. Pavan Kumar, Professor & Head, Dept. of Business Management, St. Martins Eng. College, Secbad.

    What is a Business Market?

    5&6-2

    Business Buyer Behavior refers to the buying behavior of all the organizations that buy goods and services for use in the production of other products and services that are sold, rented, or supplied to others. The business market is huge and involves many more dollars and items do consumer markets.

    Characteristics of Business Markets


    Market Structure and Demand
    Fewer, larger buyers Geographically concentrated Demand derived from consumers Fluctuating demand

    5&6-3

    Nature of the Buying Unit


    More buyers

    More professional purchasing effort

    Types of Decisions & the Decision Process


    More complex decisions

    Process is more formalized Buyer and seller are more dependent on each other Build close long-term relationships with customers

    Model of Business Buyer Behavior


    Product
    Price Place Promotion The Buying Organization
    The Buying Center Buying Decision Process

    5&6-4

    Marketing and Other Stimuli

    Economic Technological Political Cultural

    Organizational Influences

    Interpersonal and Individual Influences

    Product or Service Choice


    Supplier Choice Order Quantities

    Buyers Response

    Delivery Terms and Times Service Terms Payment

    Business Buying Situations

    5&6-5

    New Task Buying

    Involved Decision Making

    Modified Rebuy

    Straight Rebuy

    Participants in the Business Buying Process: The Buying Center

    5&6-6

    Gatekeepers

    Users

    Buying Center
    Buyers Deciders

    Influencers

    Major Influences on Business Buyer Behavior


    Environmental
    Economic, Technological, Political, Competitive

    5&6-7

    Organizational
    Objectives, Policies, Procedures, Structure, & Systems

    Interpersonal
    Authority, Status, Empathy & Persuasiveness

    Individual
    Age, Education, Job Position, Personality & Risk Attitudes

    Buyers

    Stages of the Business Buying Process


    Problem Recognition General Need Description Product Specification Supplier Search Proposal Solicitation Supplier Selection Order Routine Specification Performance Review

    5&6-8

    5&6-9

    END OF UNIT 2 THANK YOU!!!

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