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Principles of Marketing
Learning Objectives
After studying this chapter, you should be able to: 1. Define the business market and explain how business markets differ from consumer markets 2. Identify the major factors that influence business buyer behavior 3. List and define the steps in the business buyingdecision process 4. Compare the institutional and government markets and explain how institutional and government buyers make their buying decisions
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Chapter Outline Business Markets Business Buyer Behavior Institutional and Government Markets
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Business Markets
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
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Business Markets
Differ from consumer markets in: Market structure and demand Nature of the buying unit Types of decisions and the decisionmaking process
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Business Markets
Market Structure and Demand
Fewer and larger buyers Geographic concentration Derived demand Inelastic demand Fluctuating demand Buyer and seller dependency
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Business Markets
Market Structure and Demand Supplier development is the systematic development of networks of supplierpartners to ensure an appropriate and dependable supply of products and materials that they will use in making their own products or resell
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Product or service choice Supplier choice Order quantities Delivery Service Payment terms
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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
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Economic factors Personal factors Environmental factors Organizational factors Interpersonal factors
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Problem recognition General need description Product specification Value analysis Supplier search Proposal solicitation Supplier selection Order-routine specifications Performance review
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External stimuli
Idea from a trade show or advertising
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