buy goods or services for further processing or for use in their production process, and reseller markets buy goods or services to resell at a profit

2. Nature of buying unit - business purchase involve more buyers - business buying involves a more professional purchasing effort

3. Types of decision and the decision process - business buyers usually face more complex buying decisions - business buying process is more formalized - buyers and sellers work closely together and build long term relationship

1. Market structure and demand - business market contain fewer but larger buyers - business customers more geographically concentrated - business buyer demand is derived from final consumer demand

2. modified rebuy - the buyer wants to modify product specifications, price, terms or suppliers

3. new task - a company buying a product or services for the first time faces a new task situation

1. straight rebuy - the buyer reorder something without any modifications

3. buyers - have formal authority to select the supplier and arrange terms of purchase

4. decider - has formal or informal power to select or approve the final suppliers

2. influencer - helps define specifications and also provide information for evaluating alternatives

1. users - the members of the organization who will use the product or services