MARK 5320: Advanced Marketing Fundamentals
Chapter 4: Business Buying Behavior
Contents
Page 1
Introduction
Learning Objectives
Page 2
The Characteristics of Business-to-Business (B2B) Markets
Page 3
The Demand for B2B Products
Page 4
Types of B2B Buyers
Page 5
Who Makes the Purchasing Decisions in Business Markets?
Buying Centers
Other Players
Page 6
The Interpersonal and Personal Dynamics of B2B Marketing
The Duties of Professional Buyers
Page 7
Stages in the B2B Buying Process and B2B Buying Situations
Stages of the B2B buying process:
Page 8
Types of B2B Buying Situations
Page 9
International B2B Markets and E-commerce
Types of B2B web sites include:
Page 10
Ethics in B2B Markets
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