Business Buyer Behaviour

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Definition: Business Buyer Behaviour

Business Buying Process:

3 types of Buying Situations

1. New Task- extensive problem solving stage; focus on product; 2 types- judgemental and strategic

2. Modified Rebuy- limited problem solving; focus on product & vendor; 2 types-simple and comple

3. Straight Rebuy- routine problem solving; focus on vendor; 2 types- casual and routine


Organizational Buying Behaviour: Depends on-

1. Environmental forces

2. Organizational forces- Technical and price related specifications

3. Group forces- preferences of buying centre group

4. Individual forces- individual preferences

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