SSWT [SUPERSTARWESTECHCOM] MGT301-PRINCIPLES OF MARKETING MGT301 THEME NO. 6 [TOPIC # 070-077) PREPARED BY uw u MGT3@1 Principles of Marketing Theme 6 [Topic # 870-77} Topic #070 Understanding Business Buyer Behavior Business Market All the organizations that buy goods and services for use in the production of other products and services that are sold, rented, or supplied to others. 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. ‘What is special with Business Markets? Fewer & Larger Buyers . Geographic Concentration . Derived Demand Buyer & Seller dependency Topic #071 Business Buying Process 1. More decision participants 2. More professional purchasing effort 3. More buyer and seller interaction Facebook: @superstarwebtech YOU-tUDE: (superstarwebtech E-Mail: superstarwebtech@gmail.comSSWT (SUPERSTARWESTECHCOM) MGT301-PRINCIPLES OF MARKETING MGT301 THEME NO. 6 [TOPIC # 070-077) PREPARED Technological Place | Poltical Promotion | Cutural Competitive Topic #072 Thought BY: HITPS Tho buying organization (Interpersonal and individual influences) (Organizational influences) What influences business buyer behavior? Environmental Economic developments ‘Surly conditions Technological change Pottical and regulatory developments ‘Competitive developments Culture and customs: Otjectives Policies ‘structure Syetome Topic #073 Major Types of Buying Situations 1. Straight Rebuy 2. Modified Rebuy 3. New Task Procedures: (Orggnizational “Organizational Authority Age Income Education Job postion Personality Fisk atutudes Stetus Empathy Persuasiveness Individual service choice Supplier choice Order quantities, Delivery terms and times Service terms Payment Facebook: @superstarwebtech YOU-tUDE: /superstarwebtech E-Mail: superstarwebtech@gmail.comSSWT [SUPERSTARWESTECHCOM] MGT301-PRINCIPLES OF MARKETING MGT301 THEME NO. 6 [TOPIC # 070-077) PREPARED BY: HTTPS:/WWW SUPERSTARWEBTECHCOM/ Straight Rebuy is a buying situation in which the buyer routinely reorders something without any modifications. 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 buying situation in which the buyer purchases a product or service for the first time. Topic.##074 Participants in the Business Buying Process 1. Users 2. Influencers Deciders Purchasers Gatekeepers Topic #075 The Buying Process of Business Buyer Prob Gena noes Prowa Supplier cecogatin |B] “seserpion’ |B spectaton |B) “Sean solicitation selection a ee Ferrnarce Specifcaton review Facebook: @superstarwebtech YOU-tUDE: /superstanwebtech E-Mail: superstarwebtech@gmail.comSSWT [SUPERSTARWESTECHCOM] MGT301-PRINCIPLES OF MARKETING MGT301 THEME NO. 6 [TOPIC # 070-077) PREPARED BY: HTTPS:/WWW SUPERSTARWEBTECHCOM/ Topic #076 Institutional Markets consist of hospitals, nursing homes, and prisons that provide goods and services to people: Low budgets “Captive” audience Government Markets Governmental units federal, state, and local that purchase or rent goods and services for carrying out the main functions of government. Vopic +077 ‘What Experts Think? What is Marketing? Environmental Opportunities? Careers in Marketing? Facebook: @superstarwebtech YOU-tUDE: /superstanwebtech E-Mail: superstarwebtech@gmail.com