Business Markets and Business Buyer Behavior

Business buyer behavior
Business buying process
Derived demand
Supplier development

Straight rebuy
Modified rebuy
New task
Systems selling (or solutions selling)
Buying center
Users
Influencers
Buyers
Deciders
Gatekeepers

Problem recognition
General need description
Product specification
Supplier search
Proposal solicitation
Supplier selection
Order-routine specification
Performance review
E-procurement

Institutional market
Government market

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