this presentation is based on the question "Who participates in business to business buying process?" as given in south asian perspective of marketing management by kotler and keller.

1. Who
participates
in the
business-to-
business
buying
process

2. The Buying Center
All those individuls and groups who participate
in the purchasing decision making process and
share some common goals and the risks arising
from the decision..

4. Buying center influences
It has several participants with different
interests, authority, status and persuasiveness
Decisions are influenced by personal
motivations, perceptions and preferences

5. Targeting
firms
Market place is divided into segments to
decide on the type of firms to which business
marketers will sell

6. Properties wanted in
business sector
1 Greatest growth prospects
2 Most profitable customers
3 Most promising opportunities

7. created BY-
Shruti Bansal
UIT- RGPV, BHOPAL
For
during an Internship
with Prof. Sameer
Mathur, IIM Lucknow
www.IIMInternship.c
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