model of consumer behavior vs. model of business buyer behavior

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model of consumer behavior vs. model of business buyer behavior

  1. 1. Model of Consumer Behavior vs. Model of Business Buyer Behavior
  2. 2. Behavior: ¤ It is a mental position taken towards a topic,a person or an event. ¤ It influences the holder’s feelings,perceptions, and learning processes.
  3. 3. Consumer behavior: ¤ It refers to the behavior of final users of a product. ¤ It refers to buying behavior of organizations that buy goods and services Business buyer behavior:
  4. 4. Model of Consumer Buyer Behavior: Black Box consists of the buyer’s characteristics and buying processes Black Box in turn prompts buyers responses such as: product choice, brand choice etc. Marketing and other stimuli enter the buyer’s Black Box
  5. 5. The Environment Marketing Stimuli: Product Price Place Promotion Other Stimuli: Economic Technological Social Cultural Consumer’s black box Buyer’s characteristics Buyer’s decision process Buyer’s responses Buying attitudes and performances Purchase behavior Brand and company relationship behavior Model of consumer behavior
  6. 6. Model of Business Buyer Behavior: The starting point is the stimulus response of buyer behavior. Marketing and other stimuli enter the buying organization. The organization makes some responses such as: product choice, brand choice etc.
  7. 7. The Environment Marketing Stimuli: Product Price Place Promotion Other Stimuli: Economic Technological Social Cultural Buyer responses Product or service choice Supplier choice Order quantities Delivery terms and times Service terms Payment The buying organization Organizational influences) The buying center Interpersonal and individual influences) Buying decision process Model of business buyer behavior

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