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Chapter Six: Business Markets and Business Buying Behavior
Chapter Six: Business Markets and Business Buying Behavior
Geographic concentration
Derived demand
• Inelastic demand
• Fluctuating demand
Buyer and seller dependency
Copyright © 2010 Pearson Education, Inc.
Chapter 6- slide 4
Publishing as Prentice Hall
Business Markets
Economic Personal
Factors Factors
Price
Emotion
Service
Resource
Technology Culture
availability
Politics Competition
Objectives
Policies
Procedures
Structure
Systems
Attitude
toward risk
• Online purchasing
• Company-buying sites
• Extranets