This presentation covered all the important aspects of organizational buying or b2b buying which help the others who are either in business or a student.

1. Business Buying Behavior Sonam Mhajan Mahendra Yadav Milan Bir Devendra Singh

2. What will we learn in this unit:-

3. What will we learn in this unit:-

5. Characteristics of Business Markets Market Structure and Demand Nature of the Buying Unit Types of Decisions & the Decision Process

10. Participants in the Business BuyingProcess: The Buying Center Users Gatekeepers Buying Center Deciders Influencers Buyers

12. Buying Motives Of Business Buyers

13. Buying Motives Of Business Buyers

15. modifications.

17. prices, terms, or suppliers.

19. first time.

21. Problem Recognition Stages in the BusinessBuying Process:- General Need Description Product Specification Supplier Search Proposal Solicitation Supplier Selection Order Routine Specification Performance Review

22. Types Of Business Buying:-

23. Environmental Economic, Technological, Political, Competitive & Cultural Organizational Objectives, Policies, Procedures, Structure, & Systems Major Influences on Business Buying:- Interpersonal Authority, Status, Empathy & Persuasiveness Individual Age, Education, Job Position, Personality & Risk Attitudes Buyers

25. Criteria For Business Market Segmentation:-

26. Models for Market Segmentation:-

27. Two-stage market segmentation:-

28. Macro-segmentation:-

29. Two-stage market segmentation:-

30. Macro-segmentation:-

31. Nested Approach to segmentation:-

32. What we learnt in this unit:-

33. What we learnt in this unit:-