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- Carefully monitored
- Affected by similar environmental factors
- Good credit
- Non-economic factors
- Minority suppliers
- Depressed suppliers
- Small businesses

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critique + purchase terms

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final order + lists all of the specifications + terms

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process + buying --> desired supplier + negotiates

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process + proposals + suppliers

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compiling + suppliers

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describes the technical

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characteristics + quantity

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idea + show or advertising

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need + product or  equipment

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recognizes + problem or need.

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- Users = use + product or service.
- Influencers = define + provide
- Buyers = authority + supplier + arrange
- Deciders = select + approve
- Gatekeepers = control

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individuals + units + a role + decision-making

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Participants in the Business Buying Process

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Participants in the Business Buying Process

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purchase decision + thorough research

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buyer wants to modify + (product, price, terms, suppliers)

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a routine purchase decision

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- Product or service choice
- Supplier choice
- Order quantities
- Delivery
- Service
- Payment terms

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Systems selling= a packaged + a single seller.

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4Ps: Product - Price - Place - Promotion

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- Low budgets
- “Captive” audience

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hospitals + nursing homes + prisons

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favor domestic suppliers + require suppliers to submit bids

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E-Procurement and Buying on the Internet

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E-Procurement and Buying on the Internet

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Company buying sites
Extranets

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networks + supplier-partners + ensure an appropriate

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Types of decisions and the decision-making process

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Types of decisions and the decision-making process

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- Fewer and larger buyers
- Geographic concentration
- Derived demand

Inelastic demand

Fluctuating demand

- Buyer and seller dependency

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Business markets differ from consumer markets

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Business markets differ from consumer markets

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the process + determine which (products + services)
==> find, evaluate, and choose among alternative brands.

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buying + organizations + buy goods and services

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Chapter 6: Business Markets and Business Buyer Behavior 

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Chapter 6: Business Markets and Business Buyer Behavior 