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Chapter 6- slide 1
Copyright © 2009 Pearson Education, Inc.
Publishing as Prentice Hall
Chapter Six
Business Markets and Business
Buying Behavior
Chapter 6- slide 2
Copyright © 2010 Pearson Education, Inc.
Publishing as Prentice Hall
Business Markets and Business
Buying Behavior
• Define the business market and explain
how business markets differ from
consumer markets
• Identify the major factors that influence
business buyer behavior
• List and define the steps in the business
buying-decision process
• Compare the institutional and
government markets and explain how
institutional and government buyers make
their buying decisions
Topic Outline
Chapter 6- slide 3
Copyright © 2010 Pearson Education, Inc.
Publishing as Prentice Hall
Business buyer behavior refers to the
buying behavior of the organizations
that buy goods and services for use in
production of other products and
services that are sold, rented, or
supplied to others. Also included are
retailing and wholesaling firms that
acquire goods to resell or rent to others
for profit.
Business Markets
Chapter 6- slide 4
Copyright © 2010 Pearson Education, Inc.
Publishing as Prentice Hall
Business Markets
Chapter 6- slide 5
Copyright © 2010 Pearson Education, Inc.
Publishing as Prentice Hall
• More decision participants
• More professional purchasing effort
Business Markets
Chapter 6- slide 6
Copyright © 2010 Pearson Education, Inc.
Publishing as Prentice Hall
Business Markets
Supplier development is the systematic
development of networks of supplier-partners
to ensure an appropriate and dependable
supply of products and materials that they will
use in making their own products or resell
Types of Decisions and the Decision-
Making Process

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Chapter #6

  • 1. Chapter 6- slide 1 Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall Chapter Six Business Markets and Business Buying Behavior
  • 2. Chapter 6- slide 2 Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall Business Markets and Business Buying Behavior • Define the business market and explain how business markets differ from consumer markets • Identify the major factors that influence business buyer behavior • List and define the steps in the business buying-decision process • Compare the institutional and government markets and explain how institutional and government buyers make their buying decisions Topic Outline
  • 3. Chapter 6- slide 3 Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall Business buyer behavior refers to the buying behavior of the organizations that buy goods and services for use in production of other products and services that are sold, rented, or supplied to others. Also included are retailing and wholesaling firms that acquire goods to resell or rent to others for profit. Business Markets
  • 4. Chapter 6- slide 4 Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall Business Markets
  • 5. Chapter 6- slide 5 Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall • More decision participants • More professional purchasing effort Business Markets
  • 6. Chapter 6- slide 6 Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall Business Markets Supplier development is the systematic development of networks of supplier-partners to ensure an appropriate and dependable supply of products and materials that they will use in making their own products or resell Types of Decisions and the Decision- Making Process
  • 7. Chapter 6- slide 7 Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall Business Buyer Behavior Straight rebuy is a routine purchase decision such as reorder without any modification Modified rebuy is a purchase decision that requires some research where the buyer wants to modify the product specification, price, terms, or suppliers New task is a purchase decision that requires thorough research such as a new product Major Types of Buying Situations
  • 8. Chapter 6- slide 8 Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall Business Buyer Behavior Systems selling involves the purchase of a packaged solution from a single seller Two-step process of selling: – Interlocking products – System of production, inventory control, distribution, and other services to meet the buyer’s need for a smooth-running operation Major Types of Buying Situations
  • 9. Chapter 6- slide 9 Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall Business Buyer Behavior Buying center is all of the individuals and units that participate in the business decision-making process – Users – Influencers – Buyers – Deciders – Gatekeepers Participants in the Business Buying Process
  • 10. Chapter 6- slide 10 Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall Business Buyer Behavior • Buying center provides a major challenge • Who participates in the process – Their relative authority – What evaluation criteria each participant uses – Informal participants Participants in the Business Buying Process
  • 11. Chapter 6- slide 11 Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall Business Buyer Behavior Users are those that will use the product or service Influencers help define specifications and provide information for evaluating alternatives Buyers have formal authority to select the supplier and arrange terms of purchase Deciders have formal or informal power to select and approve final suppliers Gatekeepers control the flow of information Participants in the Business Buying Process
  • 12. Chapter 6- slide 12 Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall Business Buyer Behavior Major Influences on Business Buyers
  • 13. Chapter 6- slide 13 Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall Business Buyer Behavior Major Influences on Business Buyers Environmental Factors
  • 14. Chapter 6- slide 14 Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall Business Buyer Behavior Major Influences on Business Buyers Organizational Factors
  • 15. Chapter 6- slide 15 Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall Business Buyer Behavior Major Influences on Business Buyers Interpersonal Factors
  • 16. Chapter 6- slide 16 Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall Business Buyer Behavior • Problem recognition occurs when someone in the company recognizes a problem or need • Internal stimuli – Need for new product or production equipment • External stimuli – Idea from a trade show or advertising The Buying Process
  • 17. Chapter 6- slide 17 Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall Business Buyer Behavior General need description describes the characteristics and quantity of the needed item Product specification describes the technical criteria Value analysis is an approach to cost reduction where components are studied to determine if they can be redesigned, standardized, or made with less costly methods of production The Buying Process
  • 18. Chapter 6- slide 18 Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall Business Buyer Behavior Supplier search involves compiling a list of qualified suppliers Proposal solicitation is the process of requesting proposals from qualified suppliers The Buying Process
  • 19. Chapter 6- slide 19 Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall Business Buyer Behavior Supplier selection is the process when the buying center creates a list of desired supplier attributes and negotiates with preferred suppliers for favorable terms and conditions Order-routine specifications is the final order with the chosen supplier and lists all of the specifications and terms of the purchase The Buying Process
  • 20. Chapter 6- slide 20 Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall Business Buyer Behavior Performance review involves a critique of supplier performance to the purchase terms The Buying Process
  • 21. Chapter 6- slide 21 Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall Business Buyer Behavior • Online purchasing • Company-buying sites • Extranets E-Procurement
  • 22. Chapter 6- slide 22 Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall Business Buyer Behavior • Advantages – Access to new suppliers – Lowers costs – Speeds order processing and delivery – Shares information – Sales – Service and support • Disadvantages – Can erode relationships as buyers search for new suppliers – Security E-Procurement
  • 23. Chapter 6- slide 23 Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall Institutional and Government Markets Institutional markets consist of hospitals, nursing homes, and prisons that provide goods and services to people in their care • Characteristics – Low budgets – “Captive” audience
  • 24. Chapter 6- slide 24 Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall Government markets tend to favor domestic suppliers and require suppliers to submit bids and normally award to the lowest bidder • Carefully monitored • Affected by similar environmental factors • Good credit • Non-economic factors • Minority suppliers • Depressed suppliers • Small businesses Institutional and Government Markets