Ch 3: Business Buying Behavior & Influences

About This Chapter

This chapter is designed to enhance your understanding of business buying behavior and influences as you work on an assignment, study for a test or aim to boost your grades. Review fun lessons to strengthen your knowledge, and take short quizzes to confirm your comprehension.

Business Buying Behavior & Influences - Chapter Summary

Learn about or get reacquainted with the business-to-business segment of selling with help from this engaging chapter. Fun lessons provide entertaining examinations of business and consumer marketing, influences on business buying behavior and much more. Feel confident in your understanding of these concepts by taking the quizzes accompanying the lessons. If you hit a snag during your studies or need additional information about specific topics, don't hesitate to submit questions to our subject-matter experts. Around-the-clock mobile access lets you study whenever and wherever your schedule permits. Upon completion of this chapter, you will be able to:

  • Differentiate between business-to-business and business-to-consumer marketing
  • Compare and contrast a new buy, modified rebuy and straight rebuy
  • Define and share an example of a buying center
  • List and discuss common influences on business buying decisions
  • Share the definition of business-to-business e-commerce

5 Lessons in Chapter 3: Business Buying Behavior & Influences
Test your knowledge with a 30-question chapter practice test
B2B vs. B2C: How Business Marketing Differs from Consumer Marketing

1. B2B vs. B2C: How Business Marketing Differs from Consumer Marketing

A business-to-business sales situation has numerous key differences from a business-to-consumer situation. Marketing managers must develop a business selling strategy and be aware of the five different aspects of business buying behavior compared to consumer buying.

Business Buyers: New Buy, Modified Rebuy, Straight Rebuy

2. Business Buyers: New Buy, Modified Rebuy, Straight Rebuy

A business-to-business sales situation has numerous key differences from a business-to-consumer situation. Marketing managers must understand how a basic buying center works and the different types of rebuy situations.

What is a Buying Center? - Definition & Example

3. What is a Buying Center? - Definition & Example

If you want to reach all the people responsible for making a purchase in a business, you need to acquaint yourself with a buying center. In this lesson, we'll define it and see how it works inside an organization.

Influences on Business Buying Decisions

4. Influences on Business Buying Decisions

If you thought that businesses just went with the lowest prices when making buying decisions, think again. In this lesson, we look at many of the common influences on business buying decisions.

What is Business-to-Business E-Commerce? - Definition & Examples

5. What is Business-to-Business E-Commerce? - Definition & Examples

Some businesses primarily serve other businesses instead of consumers, and business-to-business (B2B) e-commerce has become an increasingly important means of providing that service. In this lesson, you'll learn about B2B e-commerce.

Chapter Practice Exam
Test your knowledge of this chapter with a 30 question practice chapter exam.
Not Taken
Practice Final Exam
Test your knowledge of the entire course with a 50 question practice final exam.
Not Taken

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