Professional Documents
Culture Documents
Chapter 6
Chapter 6
Seventeenth Edition
Chapter 6
Business Markets and Business
Buyer Behavior
Define the business market and explain how business markets differ from
consumer markets.
Derived demand
Inelastic demand
Fluctuating demand
Economic Personal
Factors Factors
Price
Emotion
Service
Environmental Factors
Supply of
Materials Technology Culture
Politics Competition
Objectives
Strategies
Structure
Systems
Procedures
Influence Expertise
Authority Dynamics
Attitude
Income Education
toward risk
List and define the steps in the business buying decision process.
Discuss how new information technologies and online, mobile, and social media
have changed business-to-business marketing.