Business markets involve the sale of goods and services to other businesses rather than individual consumers. Business buyers face different situations like straight rebuys, modified rebuys, or new tasks. Multiple people are involved in organizational buying decisions, including users, buyers, influencers, deciders, and gatekeepers. The business buying process involves stages like problem recognition, information search, evaluation of alternatives, purchase decision, and post-purchase behavior. Factors like product characteristics, price, supplier service, and relationships influence business buyer decisions.
Analyzing Consumer Markets
What Influences Consumer Behavior?
What is Culture?
Subcultures
Fast Facts About American Culture
Social Classes
Characteristics of Social Classes
Reference Groups
Roles and Status
Personal Factors
The Family Life Cycle
Lifestyle Influences
Model of Consumer Behavior
Motivation
Maslow’s Hierarchy of Needs
Consumer Buying Process
Problem Recognition
Business Market and Business Buyer Behavior - Philip Kotler & Gary Armstrong ...MD Tamal
Business Market and Business Buyer Behavior - Powerpoint presentation,presented by Group C,Department of Finance and Banking-Faculty of Business Studies,University of Barisal.
Thank You for visiting.
Analyzing Business Markets
What is Organizational Buying?
Top Business Marketing Challenges
Characteristics of Business Markets
Buying Situation
Participants in Business Buying ProcessThe Buying Center
Supplier SearchForms of Electronic Marketplaces
Methods for Researching Customer Value
Establishing Corporate Trust and Credibility
Factors Affecting Buyer-Supplier Relationships
What is Opportunism?
Analyzing Consumer Markets
What Influences Consumer Behavior?
What is Culture?
Subcultures
Fast Facts About American Culture
Social Classes
Characteristics of Social Classes
Reference Groups
Roles and Status
Personal Factors
The Family Life Cycle
Lifestyle Influences
Model of Consumer Behavior
Motivation
Maslow’s Hierarchy of Needs
Consumer Buying Process
Problem Recognition
Business Market and Business Buyer Behavior - Philip Kotler & Gary Armstrong ...MD Tamal
Business Market and Business Buyer Behavior - Powerpoint presentation,presented by Group C,Department of Finance and Banking-Faculty of Business Studies,University of Barisal.
Thank You for visiting.
Analyzing Business Markets
What is Organizational Buying?
Top Business Marketing Challenges
Characteristics of Business Markets
Buying Situation
Participants in Business Buying ProcessThe Buying Center
Supplier SearchForms of Electronic Marketplaces
Methods for Researching Customer Value
Establishing Corporate Trust and Credibility
Factors Affecting Buyer-Supplier Relationships
What is Opportunism?
Business Market and Business Buyer Behavior - Philip Kotler & Gary ArmstrongMD Tamal
Business Market and Business Buyer Behavior - Chapter 6,Principle of Marketing,briefly discussed by MD AMA Tamal,student of University of Barisal-Faculty of Business Studies.
Thanks for visiting.
Business Markets And Business Buying BehaviorFaHaD .H. NooR
Business Markets
Business Buyer Behavior
The Business Buying Process
E-Procurement: Buying on the Internet
Institutional and Government Markets
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.
Business buying process is the process where business buyers determine which products and services are needed to purchase, and then find, evaluate, and choose among alternative brands
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 resell or use in making their own products
Needs and Motivation
Model of the Motivation Process
Types of Needs
Goals
Goals Structure for Weight Control
The Selection of Goals,
The Dynamic Nature of Motivation,
organizational market. all the individuals and companies who purchase goods and services for some use other than personal consumption. Organizational markets usually have fewer buyers but purchase in far greater amounts than consumer markets, and are more geographically concentrated.
What consumers thinking before purchasing the commodity or how they take decisions for purchasing any commodity.
This presentation covered the stages of buying process of coonsumer.So, it helps to analyse the buying behaviour of people.
Business Market and Business Buyer Behavior - Philip Kotler & Gary ArmstrongMD Tamal
Business Market and Business Buyer Behavior - Chapter 6,Principle of Marketing,briefly discussed by MD AMA Tamal,student of University of Barisal-Faculty of Business Studies.
Thanks for visiting.
Business Markets And Business Buying BehaviorFaHaD .H. NooR
Business Markets
Business Buyer Behavior
The Business Buying Process
E-Procurement: Buying on the Internet
Institutional and Government Markets
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.
Business buying process is the process where business buyers determine which products and services are needed to purchase, and then find, evaluate, and choose among alternative brands
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 resell or use in making their own products
Needs and Motivation
Model of the Motivation Process
Types of Needs
Goals
Goals Structure for Weight Control
The Selection of Goals,
The Dynamic Nature of Motivation,
organizational market. all the individuals and companies who purchase goods and services for some use other than personal consumption. Organizational markets usually have fewer buyers but purchase in far greater amounts than consumer markets, and are more geographically concentrated.
What consumers thinking before purchasing the commodity or how they take decisions for purchasing any commodity.
This presentation covered the stages of buying process of coonsumer.So, it helps to analyse the buying behaviour of people.
its a presentation on B2B/INDUSTRIAL MARKETING.
MADE IT FOR CLASS PRESENTATION ..DID'NT GIVE IT IN CLASS COZ OF TIME CONSTRAIN...BUT I THINK ITS QUITE COMPREHENSIVE..ADD A PERT EXAMPLE TO IT TO MAKE IT COMPLETE AS PER MY PROFFESSOR WHO STRESSES ON QUANTITATIVE REPRESENTATION OF EVRYTHING.
An early definition of integrated marketing communications (IMC), A more current definition of integrated marketing communications (IMC), What importance of IMC is growing, The four stages model of integrated marketing communications (IMC)
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How to Use AI to Write a High-Quality Article that Ranksminatamang0021
In the world of content creation, many AI bloggers have drifted away from their original vision, resulting in low-quality articles that search engines overlook. Don't let that happen to you! Join us to discover how to leverage AI tools effectively to craft high-quality content that not only captures your audience's attention but also ranks well on search engines.
Disclaimer: Some of the prompts mentioned here are the examples of Matt Diggity. Please use it as reference and make your own custom prompts.
SMM Cheap - No. 1 SMM panel in the worldsmmpanel567
Boost your social media marketing with our SMM Panel services offering SMM Cheap services! Get cost-effective services for your business and increase followers, likes, and engagement across all social media platforms. Get affordable services perfect for businesses and influencers looking to increase their social proof. See how cheap SMM strategies can help improve your social media presence and be a pro at the social media game.
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Vladimir Mulhem has over 20 years of experience in commercialising cutting edge creative technology across construction, marketing and retail.
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In this webinar, Vladimir will be covering the following topics:
Applications of 3D and AR in Digital Commerce,
Benefits of 3D and AR,
Tools to create, manage and publish 3D and AR in Digital Commerce.
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In today's digital landscape, understanding the customer's journey and delivering personalized experiences are paramount. This masterclass delves into the art of consumer journey mapping, a powerful technique that visualizes the entire customer experience across touchpoints. Attendees will learn how to create detailed journey maps, identify pain points, and uncover opportunities for optimization. The presentation also explores personalization strategies that leverage data and technology to tailor content, products, and experiences to individual customers. From real-time personalization to predictive analytics, attendees will gain insights into cutting-edge approaches that drive engagement and loyalty.
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Current consumer landscape; Steps to mapping an effective consumer journey; Understanding the value of personalization; Integrating mapping and personalization for success; Brands that are getting It right!; Best Practices; Future Trends
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Business Market
1. Business Markets and BusinessBusiness Markets and Business
Buyer BehaviorBuyer Behavior
2. Content
• Business Buyer Behavior
• Business market
• business market vs. consumer market
• Model of Business buyers behavior
• Business buying situations
• Participates and influencer in the business-to-business buying
process
• Business buying process
3. 7 - 3
• Sells jets exclusively
for corporate use
• 300 – 500 customers
worldwide
• Rational, objective,
and human factors
influence business
buyer’s decisions
• Multiple people are
involved in the decision
• Buying influences
include the CEO, pilot,
board members, even
spouses
• Company has been
highly successful
GulfstreamAerospaceGulfstreamAerospace
Case Study
4. 6- 4
Business Buyer Behavior
The buying behavior of organizations that
buy goods and services for use in
the production of other products and
services or for the purpose of reselling
or renting them to others at a profit.
• Business to Business (B-to-B) marketers
must understand the business markets &
business buyer behavior.
5. Business Markets
• Business marketing also referred to as “Industrial marketing”
or “B2B marketing” or “Organizational marketing”.
• Business marketing is the marketing of products & services
to business organizations.
• Business organizations include:
Manufacturing companies
Govt. undertakings
Private sector organizations
Educational institutions
Hospitals
Distributors / Dealers
Business organizations buy products
& services to satisfy many objectives
like production of other goods &
services, making profits, reducing
costs, & so on.
Consumer marketing is the marketing
of products & services to individuals,
families, & households. The
consumers buy products & services
for their own consumption.
9. What is Organizational Buying?
Organizational buying refers to
the decision-making process by which
formal organizations establish the need
for purchased products and services, and
identify, evaluate, and choose among
alternative brands and suppliers.
10. 6- 10
Model of Business Buyer
Behavior
The model suggests four aspects about business buyer
behavior
a. Buying situations
b. Participants in the buying process
c. Major influences on business buyers
d. The buying process
11. a. Major Types of Buying Situations:-
The buyer routinely reorders
something without any
modifications.
Straight Re-buy
Modified Re-buy
New Task
The buyer wants to modify
product specifications,
prices, terms, or suppliers.
The buyer purchases a
product or service for the
first time.
12. Characteristics of the
Three Types of Buying Decisions:-
Newness of Problem or NeedNewness of Problem or Need
Information RequirementsInformation Requirements
Information SearchInformation Search
Consideration of New AlternativesConsideration of New Alternatives
Multiple Buying InfluenceMultiple Buying Influence
Financial RisksFinancial Risks
StraightStraight
RebuyRebuy
LowLow
MinimalMinimal
MinimalMinimal
NoneNone
Very SmallVery Small
LowLow
Routine
response
ModifiedModified
RebuyRebuy
MediumMedium
ModerateModerate
LimitedLimited
LimitedLimited
ModerateModerate
ModerateModerate
Limited
prob.
solving
NewNew
TaskTask
HighHigh
MaximumMaximum
ExtensiveExtensive
ExtensiveExtensive
LargeLarge
HighHigh
Extended
prob
solving
13. Systems Buying and Selling
Turnkey solution
desired;
bids solicited
Prime
contractors
Second-tier
contractors
System
subcomponents
assembled
Buying a packaged solution to a problem from a single seller,
thus avoiding all the separate decisions involved in a complex
buying situation.
14. SYSTEMS BUYING AND SELLING
System selling is a key
industrial marketing strategy
in bidding to build large-
scale industrial projects,
such as:
dams, steel factories,
irrigation systems, sanitation
system, pipelines utilities,
and even new towns.
Example:
Ford has transformed itself
from being mainly a car
manufacturer to being
mainly a car assembler.
Many business buyers prefer to buy a
total solution to a problem from one
seller. Called systems buying, this
practice originated with government
purchases of major weapons and
communications systems.
•The government would solicit bids
from prime contractors, who assembled
the package or system.
•The contractor who was awarded the
contract would be responsible for
bidding out and assembling the systems
subcomponents from second-tier
contractors.
The prime contractor would thus
provide a turnkey solution, so-called
because the buyer simply had to turn
one key to get the job done.
15. 7 - 15
b. Participants in theb. Participants in the
Business Buying ProcessBusiness Buying Process
Business Buyer Behavior
• Users
• Buyers
• Influencers
• Deciders
• GatekeepersGatekeepers
16. b. Participants in the Buying Decisionb. Participants in the Buying Decision
ProcessProcess
Buying Center: All the individuals & units that participate inBuying Center: All the individuals & units that participate in
the business buying-decision process.the business buying-decision process.
UsersUsers are members who will actually use the purchased products orare members who will actually use the purchased products or
service. They initiate buying proposal & help define productservice. They initiate buying proposal & help define product
specification.(specification.(office staff)
InfluencersInfluencers often help define product specification & provideoften help define product specification & provide
information for evaluation. (information for evaluation. (engineers, researchers, product
managers)
BuyersBuyers select supplier, arrange terms & make actual purchase. Such asselect supplier, arrange terms & make actual purchase. Such as
high level officers.(high level officers.( purchasing agent)
DecidersDeciders have formal or informal power to select the final suppliers. Inhave formal or informal power to select the final suppliers. In
routine buying buyers are deciders. (CEO)routine buying buyers are deciders. (CEO)
GatekeepersGatekeepers control the flow of information to others. Such ascontrol the flow of information to others. Such as
purchasing agentspurchasing agents. (. (administrative assistant)
6- 16
21. 7 - 21
– E-procurement is growing rapidly.
– Reverse auctions account for much of the
online purchasing activity.
– E-procurement offers many benefits:
• Access to new suppliers
• Lower purchasing costs
• Quicker order processing and delivery
Business Buying on the Internet
22. 7 - 22
• Institutional Markets
– Consist of churches, schools, prisons,
hospitals, nursing homes and other
institutions that provide goods and services
to people in their care.
– Often characterized by low budgets and
captive patrons.
– Marketers may develop separate divisions
and marketing mixes to service institutional
markets.
Institutional and Government
Markets
23. 7 - 23
• Government Markets
– Governmental units – federal, state, and local
– that purchase or rent goods and services
for carrying out the main functions of
government.
– Government buyers often favor:
• Depressed business firms and areas
• Small businesses
• Minority-owned businesses
• Firms which practice non-discriminatory
practices
Institutional and Government
Markets
24. 7 - 24
• Government Markets
– Most firms that sell to government buyers are
not marketing oriented.
– Some companies have separate government
marketing departments.
– Much of government buying has migrated
online.
Institutional and Government
Markets
25. Top Business Marketing Challenges
• Expand understanding of customer needs
• Compete globally as China and India reshape
markets
• Master analytical tools and improve quantitative
skills
• Reinstate innovation as an engine of growth
• Create new organizational models and linkages
26. What we learnt
• Define Business Buyer Behavior
• What is Business market
• What is the business market, and how does it differ from the
consumer market?
• What buying situations do organizational buyers face?
• What is system selling?
• Who participates in the business-to-business buying process?
• How do business buyers make their decisions?
• How can companies build strong relationships with business
customers?
• How do institutional buyers and government agencies do their
buying?