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Business Markets and Business Buyer Behavior

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Mehmet Cihangir
Mehmet Cihangir

Business Markets and Business Buyer Behavior

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Business Markets and Business Buyer Behavior Chapter 6
Learning Goals ,[object Object],[object Object],[object Object],[object Object]
Case Study UPS ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Definition ,[object Object],[object Object],[object Object],Goal 1: Define the business market
[object Object],[object Object],[object Object],[object Object],[object Object],Characteristics of Business Markets Goal 1: Define the business market
Business Markets ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Characteristics Goal 1: Define the business market
Business Markets ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Characteristics Goal 1: Define the business market
Business Markets ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Goal 1: Define the business market Characteristics
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Business Buyer Behavior Goal 1: Define the business market
Business Buyer Behavior ,[object Object],[object Object],[object Object],Goal 1: Define the business market
Business Buyer Behavior ,[object Object],[object Object],[object Object],Goal 1: Define the business market
Business Buyer Behavior ,[object Object],[object Object],[object Object],[object Object],Members of the Buying Center Gatekeepers Goal 1: Define the business market
Major Influences on Business Buyers ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Key Factors Goal 2: Identify the major factors that influence business buyer behavior
Major Influences on Business Buyers ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Key Factors Goal 2: Identify the major factors that influence business buyer behavior
Major Influences on Business Buyers ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Key Factors Goal 2: Identify the major factors that influence business buyer behavior
Major Influences on Business Buyers ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Key Factors Goal 2: Identify the major factors that influence business buyer behavior
Stages in the Business Buying Process ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Goal 3: List and define the steps in the business buying decision process
[object Object],[object Object],[object Object],[object Object],[object Object],Stages in the Business Buying Process Goal 3: List and define the steps in the business buying decision process
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Business Buying on the Internet Goal 3: List and define the steps in the business buying decision process
[object Object],[object Object],Institutional and Government Markets Goal 4: Compare the institutional and government markets
[object Object],[object Object],[object Object],Institutional and Government Markets Goal 4: Compare the institutional and government markets
Government Markets ,[object Object],[object Object],[object Object],[object Object],Goal 4: Compare the institutional and government markets

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Business Markets and Business Buyer Behavior

  • 1. Business Markets and Business Buyer Behavior Chapter 6
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