Business Markets and Business Buying Behavior参考.ppt

* * * Note to Instructor This Web link brings the class to IDES which is a search engine for suppliers. The current page shows the vast number of plastics suppliers. * Note to Instructor This Web link brings you to . A leading supplier of office supplies for business and end consumers. It would be interesting to ask students what Staples can do to market themselves more effectively to businesses so they become the sole supplier of office products. * * Chapter 6- slide * Copyright ? 2010 Pearson Education, Inc. ? Publishing as Prentice Hall Chapter 6- slide * Copyright ? 2009 Pearson Education, Inc. ? Publishing as Prentice Hall Chapter 6- slide * Copyright ? 2010 Pearson Education, Inc. ? Publishing as Prentice Hall Copyright ? 2010 Pearson Education, Inc. ? Publishing as Prentice Hall Copyright ? 2010 Pearson Education, Inc. ? Publishing as Prentice Hall Copyright ? 2010 Pearson Education, Inc. ? Publishing as Prentice Hall Business Markets and Business Buying Behavior Business Markets and Business Buying Behavior Business Markets Business Buyer Behavior The Business Buying Process Topic Outline Business buyer behavior refers to the buying behavior of the organizations that buy goods and services for use in production of other products and services that are sold, rented, or supplied to others. Business buying process is the process where business buyers determine which products and services are needed to purchase, and then find, evaluate, and choose among alternative brands Business Markets Business Markets Business Markets Market Structure and Demand Business Buyer Behavior The Model of Business Buyer Behavior Business Buyer Behavior Straight rebuy is a routine purchase decision such as reorder without any modification Modified rebuy is a purchase decision that requires some research where the buyer wants to modify the product specification, price, terms, or suppliers New task is a purchase decision that requires thorough research such as a new product