Where to Learn More About FDO _ Richard at FIDO Alliance.pdf
cb Industrial buying behavior
1.
2. DIFFER BETWEEN CONSUMER AND INDUSTRIAL BUYING BEHAVIOR AS A MARKETER YOU JOB IS TO IDENTIFY INDIVIDUALS WHO ARE INVOLVED IN PURCHASING DECISION PROCESS. AREAS INDUSTRIAL CONSUMER BUYER BEHAVIOR FUNCTIONAL INVOLVEMENT FAMILY INVOLVEMENT RATIONAL/TASK MOTIVES SOCIAL/PSYCHOLOGICAL MOTIVES PREDOMINATE TECHNICAL EXPERTISE LESS TECHNICAL INTERPERSONAL,STABLE RELATION NON PERSONAL RELATION TO SOME EXTENT DECISION MAKING DISTINT, OBSERVABLE STAGES UNOBSERVABLE MENTAL STAGES