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Business Markets and Business Buyer Behaviour - Coggle Diagram
Business Markets and Business Buyer Behaviour
Business markets and buyers (so do)
Characteristics of Business Markets
Buyer and seller dependancy
Fewer and larger buyers
Derived demand: Fluctuating demand, Inelastic demand
Decision making process
More decision participants
More professional purchasing effort
More complex
Business buyers behaviour
A Model on Business Buyer Behaviour (so do)
Major types of Business Buying Behaviour
Straight rebuy
Modified rebuy
New task
Special case: Systems selling involves the purchase of a packaged solution from a sigle seller
Participants in the Business Buying Process: Buying center, Users, Influencers, Buyers, Deciders, Gatekeepers
Major influences on business buyer behaviour (so do)
Environmental factors
Organisational factors
Personal factors
Individual factors
Economic factors
The business buying process
Stages of the business process (so do)
E-Procurement: Buying in the Internet
Ways to buy in the internet
Company- buying sites
Extranets
Online purchasing
Advantages and Disadvantages
Institutional and government markets
Characteristics: Low budgets, Captive audience
Government markets
Def Institutional market