1E - business buying behaviour

The first stage of the business buying process:

Emphasis on maximizing the efficiency and volume of individual sales:

People in the buyer's organization who make the actual purchase:

Focuses on single 'point-of-sale' purchases:

Bestseller's purchase of new computers for the administrative staff:

Focuses on customer loyalty and long-term customer engagement:

Sending the purchase order to the chosen supplier, and receiving the order accordingly:

Customers buy goods or services that serve as a direct or indirect part of their own products:

CSR is short for:

Influences on business buyers e.g. the relations in the buying centre:

Influences on business buyers e.g. economy and technology:

The selection criteria are important in this stages of the buying process:

Customers buy goods with the intention of reselling those:

Emphasizes a close bond between the seller and the buyer:

Influences on business buyers e.g. personality and preferences:

The customers are public organizations and companies:

Characteristic of the business market:

People in the buyer's organization who affect the purchase:

Does the seller comply with the buyer's code of conduct?

Bestseller's purchase of the building at the port of Aarhus:

The company's written principles, standards and rules:

Characteristic of the business market:

Detailed description of the required quantity, quality, delivery term, payment term etc.:

People in the buyer's organization who control the flow of information to others:

Influences on business buyers e.g. objectives and strategies:

People in the buyer's organization who have the power to select or approve the final suppliers:

The purpose of the purchase is personal consumption:

Bestseller's purchase of jeans for the regular Jack & Jones product range: