Business Market and Business Buyer Behavior (chương 6)
Business Markets
Business buying process
Business markets differ from consumer markets
Market Structure and Demand
Business Buyer Behavior
Major Types of Buying Situations
Systems selling
Buyer Responses to Marketing Stimuli
Participants in the Business Buying Process
Marketing Stimuli
Major Influences on Business Buyers
Modified rebuy
New task
Straight rebuy
Systems selling
Buyers
Deciders
Influencers
Gatekeepers
Users
Factor
Economic factors
Personal factors
Environmental factors
Organizational factors
Interpersonal factors
Economic factors
Personal factors
Environmental factors
Organizational factors
Interpersonal factors
The Buying Process
Problem recognition
General need description
Product specification
Value analysis
Supplier search
Proposal solicitation
Supplier selection
Order-routine specifications
Performance review
External stimuli
Internal stimuli
E-Procurement and Buying on the Internet
Advantages
Disadvantages
Institutional markets
Government markets
Supplier development
A Model of Business Buyer Behavior