Business Markets And Business Buyer Behavior Flashcards
The buying behavior of organizations that buy goods and services for use in the production of other products and services or for the purpose of reselling or renting them to others at profit.
Business buyer behavior
Differentiation of business markets from consumer markets
Marketing structure and demand
Nature of the buying unit
Types of decisions and the decision process
Major types of buying situations
Straight rebuy
Modified rebuy
New task
Reordering without modification
Straight rebuy
Requires modification to prior purchase
Modified rebuy
First-time purchasr
New task
Buying a packaged solution to a problem from a single seller.
System selling
Participants in the business buying process
Users Buyers Influencers Deciders Gatekeepers
Major influnces on business buyers
Environmental
Organizational
Interpersonal
Individual
Business buying process
- Problem recognition
- General need description
- Product specification
- Supplier search
- Proposal solicitation
- Supplier selection
- Order-routine specification
- Performance review
Benefits of e-procurement
Access to new suppliers
Lower purchasing costs
Quicker order processing and delivery
Consist of churches, schools, prisons, hospitals, nursing homes and other institutions that provide goods and services to people in their care.
Institutional markets
Governmental units - federal, state, and local - that purchasr or rent goods and services for carrying out the main functions of government.
Government markets
Government buyers often favor
Depressed business firms and areas
Small business
Minority-owned business
Firms which practice non- discriminatory practices
