Warning: Use of undefined constant referer - assumed 'referer' (this will throw an Error in a future version of PHP) in /usr/home/essaywo/public_html/essays on line 102

Warning: Use of undefined constant host - assumed 'host' (this will throw an Error in a future version of PHP) in /usr/home/essaywo/public_html/essays on line 105

Warning: Cannot modify header information - headers already sent by (output started at /usr/home/essaywo/public_html/essays:102) in /usr/home/essaywo/public_html/essays on line 106

Warning: Cannot modify header information - headers already sent by (output started at /usr/home/essaywo/public_html/essays:102) in /usr/home/essaywo/public_html/essays on line 109
B2B Buying Behavior - College Essays

B2B Buying Behavior

What are the differences between Consumer and B2B marketing?

B2B marketing is complex and risky. Poor service or defective products can have serious ramifications

? Consumers purchase primarily for themselves and their families and purchases are generally low risk, low-involvement decisions that are made quickly.

? In contrast, B2B purchases are complex, often a protracted time frame before commitment is received and sometimes there is the need to trial products.

? Marketers need to understand the processes that make up the B2B decision-making process and how the B2B decision-making model differs from the consumer decision-making model.

? The steps involved in the ...

Want to read the rest of this paper?
Join Essayworld today to view this entire essay
and over 50,000 other term papers

to procedures.

? Accountability.

Purchase significance

? Complexity of process dictated by the importance of the purchase and level of expertise.

Laws and regulations

? For example, the sourcing of products prohibited due to economic and trade sanctions

? According to Webster and Wind (1972), the buying centre includes all members of the organisation who play any of five roles in the purchase decision process.

? Users. Members of the organisation who will use the product or service. In many cases, users initiate the buying proposal and help define product specifications.

? Influencers. People who affect the buying decision. They often help define specifications and also provide information for evaluating alternatives. Technical personnel are particularly important influencers.

? Buyers. People with formal authority to select the supplier and arrange terms of purchase. Buyers may help shape product specifications, but they play their most ...

Get instant access to over 50,000 essays.
Write better papers. Get better grades.

Already a member? Login

CITE THIS PAGE:

APA
MLA
Chicago
Turabian

B2B Buying Behavior. (2011, June 7). Retrieved April 27, 2024, from http://www.essayworld.com/essays/B2B-Buying-Behavior/99599

"B2B Buying Behavior." Essayworld.com. Essayworld.com, 7 Jun. 2011. Web. 27 Apr. 2024. <http://www.essayworld.com/essays/B2B-Buying-Behavior/99599>

"B2B Buying Behavior." Essayworld.com. June 7, 2011. Accessed April 27, 2024. http://www.essayworld.com/essays/B2B-Buying-Behavior/99599.

JOIN NOW

Join today and get instant access to this and 50,000+ other essays

PAPER DETAILS

Added: 6/7/2011 04:38:49 AM
Submitted By: Lospawlos
Category: Economics
Type: Premium Paper
Words: 644
Pages: 3

Save |

Report

SHARE THIS PAPER

SAVED ESSAYS

Save and find your favorite essays easier