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Business Markets and Business Buyer Behavior - Coggle Diagram
Business Markets and Business Buyer Behavior
Business Markets
Market Structure and Demand
Buyer and seller dependency
Geographic concentration
Fewer and larger buyers
Supplier development
Business buying process
Business Buyer Behavior
Buyer Responses to Marketing Stimuli
Supplier choice
Order quantities
Product or service choice
Delivery
Service
Payment terms
Major Types of Buying Situations
Straight rebuy
Modified rebuy
New task
Systems selling
Marketing Stimuli
Economic
Technological
Political
Cultural
Competitive
Participants in the Business Buying Process
Gatekeepers: control the flow of information
Deciders: have formal or informal power to select and approve final suppliers.
Buyers: have formal authority to select the supplier and arrange terms of purchase.
Influencers : help define specifications and provide information for evaluating alternatives.
Users :are those that will use the product or service
The Buying Process
Supplier search
Proposal solicitation
Value analysis
Supplier selection
Product specification
Order-routine specifications
General need description
Performance review
Problem recognition
Institutional and Government Markets
Government markets: tend to favor domestic suppliers and require suppliers to submit bids and normally award to the lowest bidder