HELLO!

I am Tran Tri Dung

Founder & CEO Công ty Cổ phần WMS
Giảng viên Chuyên ngành Marketing, Đại học Hoa Sen

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1
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 6.
Business
Markets and
Business Buying
Behavior

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 Contents

▸ Business Markets
▸ Business Buyer Behavior
▸ The Business Buying Process

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 Business Markets

▸ 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.

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 Business Buyer Behavior

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 Business Buyer Behavior

Straight rebuy is a Modified rebuy is New task is a

routine purchase a purchase purchase decision
decision such as decision that that requires
reorder without requires some thorough research
any modification research where the such as a new
buyer wants to product
modify the product
specification,
price, terms, or
suppliers

Major Types of Buying Situations

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 Participants in the Business
Buying Process

▸ Buying center is all of the individuals and

units that participate in the business
decision-making process
Users

Gatekeepers Influencers

Deciders Buyers
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 Participants in the Business
Buying Process

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 Major Influences on
Business Buyers

Economic Personal
Factors Factors

Price
Emotion
Service

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 Business Buyer Behavior

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 The Buying Process
Internal stimuli and Describes the Describes the Compiling a list of
External stimuli characteristics and quantity technical criteria qualified suppliers
of the needed item

The process of requesting
proposals from qualified
suppliers
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Creates a list of desired The final order with the Involves a critique of
supplier attributes and chosen supplier and supplier performance to
negotiates with lists all of the the purchase terms
preferred suppliers specifications and
terms of the purchase 13
 THANKS!
Any questions?
You can find me at https://trantridung.vn/

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14
 Major Influences on
Business Buyers

Demand for Economic Cost of

product outlook money

Resource
Technology Culture
availability

Politics Competition

Environmental Factors
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 Major Influences on
Business Buyers

Objectives
Policies
Procedures
Structure
Systems

Organizational Factors
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 Major Influences on
Business Buyers

Motives Perceptions Preferences

Age Income Education

Attitude
toward risk

Interpersonal Factors
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 Business Markets

Fewer and larger buyers

Geographic concentration
Derived demand
• Inelastic demand
• Fluctuating demand
Buyer and seller dependency

Market Structure and Demand

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 Business Markets

▸ More decision
participants
▸ More professional
purchasing effort

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 INSTRUCTIONS FOR USE

EDIT IN GOOGLE SLIDES EDIT IN POWERPOINT®

Click on the button under the
presentation preview that says "Use as
Google Slides Theme".
You will get a copy of this document on
your Google Drive and will be able to
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Click on the button under the
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will get a .pptx file that you can edit in
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Remember to download and install the
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More info on how to use this template at www.slidescarnival.com/help-use-presentation-template

This template is free to use under Creative Commons Attribution license. You can keep the Credits slide
or mention SlidesCarnival and other resources used in a slide footer.

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 HELLO!
I am Jayden Smith
I am here because I love to give presentations.
You can find me at @username

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 “
Quotations are commonly
printed as a means of inspiration
and to invoke philosophical
thoughts from the reader.

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 THIS IS A SLIDE TITLE

▸ Here you have a list of items

▸ And some text
▸ But remember not to overload your
slides with content

Your audience will listen to you or read the

content, but won’t do both.

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 BIG
CONCEPT
Bring the attention of your audience over a
key concept using icons or illustrations

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 YOU CAN ALSO SPLIT YOUR
CONTENT

White Black
Is the color of milk Is the color of coal,
and fresh snow, the ebony, and of outer
color produced by space. It is the
the combination of darkest color, the
all the colors of the result of the absence
visible spectrum. of or complete
absorption of light.

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 IN TWO OR THREE
COLUMNS

Yellow Blue Red

Is the color of gold, Is the colour of the Is the color of blood,
butter and ripe clear sky and the and because of this
lemons. In the deep sea. It is it has historically
spectrum of visible located between been associated
light, yellow is found violet and green on with sacrifice,
between green and the optical danger and courage.
orange. spectrum.

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 A PICTURE IS
WORTH A
THOUSAND
WORDS
A complex idea can be
conveyed with just a
single still image,
namely making it
possible to absorb large
amounts of data quickly.

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 WANT BIG
IMPACT?
Use big
image.
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 USE WHITE GRAY BLACK
CHARTS
TO
EXPLAIN
YOUR
IDEAS

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 OR USE DIAGRAMS TO
EXPLAIN COMPLEX IDEAS

LOREM 3 LOREM 1

Vestibulum nec congue Vestibulum nec congue

tempus lorem ipsum tempus lorem ipsum

Vestibulum nec
congue tempus

LOREM 2

Vestibulum nec congue

tempus lorem ipsum

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 AND TABLES TO COMPARE
DATA

A B C

Yellow 10 20 7

Blue 30 15 10

Orange 5 24 16

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 our office

MAPS

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 89,526,124
Whoa! That’s a big number, aren’t you proud?

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 89,526,124$
That’s a lot of money

185,244 users
And a lot of users

100%
Total success!
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 First

Second

OUR Last
PROCESS
IS EASY

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 LET’S REVIEW SOME
CONCEPTS
Yellow
Is the color of gold, butter
and ripe lemons. In the
spectrum of visible light,
yellow is found between
green and orange.
Yellow
Is the color of gold, butter
and ripe lemons. In the
spectrum of visible light,
yellow is found between
green and orange.
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Blue
Is the colour of the clear
sky and the deep sea. It is
located between violet and
green on the optical
spectrum.
Blue
Is the colour of the clear
sky and the deep sea. It is
located between violet and
green on the optical
spectrum.
Red
Is the color of blood, and
because of this it has
historically been
associated with sacrifice,
danger and courage.
Red
Is the color of blood, and
because of this it has
historically been
associated with sacrifice,
danger and courage.
36
 You can copy&paste graphs from Google Sheets

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 ANDROID
PROJECT
Place your screenshot here

Show and explain your

web, app or software
projects using these
gadget templates.

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 IPHONE
PROJECT
Place your screenshot

Show and explain your here

web, app or software

projects using these
gadget templates.

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 TABLET
PROJECT
Place your screenshot here
Show and explain your
web, app or software
projects using these
gadget templates.

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 DESKTOP
PROJECT
Place your screenshot here

Show and explain

your web, app or
software projects
using these
gadget templates.

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 THANKS!
Any questions?
You can find me at @username & user@mail.me

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42
 CREDITS

Special thanks to all the people who made and released these
awesome resources for free:
▸ Presentation template by SlidesCarnival
▸ Photographs by Death to the Stock Photo (license)

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 You don’t need to keep this
slide in your presentation.
It’s only here to serve you
as a design guide if you
need to create new slides
PRESENTATION DESIGN or download the fonts to
edit the presentation in
PowerPoint®

This presentations uses the following typographies and colors:

▸ Titles: Montserrat
▸ Body copy: Karla
You can download the fonts on these pages:
https://www.fontsquirrel.com/fonts/montserrat
https://www.fontsquirrel.com/fonts/karla

Red #F44336 Deep orange #FF5722 Orange #FF9800 Amber #FFC107

Yellow #FFEB3B Lime #CDDC39 Green #8BC34A
Dark green #4CAF50
Teal #009688 Cyan #00BCD4 Blue #03A9F4 Dark blue
#2196F3
Indigo #3F51B5 Deep Purple #673AB7 Purple #9C27B0 Magenta
#E91E63
Blue gray #607D8B

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 SlidesCarnival icons are editable shapes.

This means that you can:

● Resize them without losing quality.
● Change line color, width and style.

Isn’t that nice? :)

Examples:

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 Now you can use any emoji as an icon!
And of course it resizes without losing quality and you can change the color.

How? Follow Google instructions

https://twitter.com/googledocs/status/730087240156643328

and many more...

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 Free templates for all your presentation needs

For PowerPoint and 100% free for personal Ready to use, Blow your audience
Google Slides or commercial use professional and away with attractive
customizable visuals

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