About This Chapter
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
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.
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.
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.
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.
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.
Earning College Credit
Did you know… We have over 200 college courses that prepare you to earn credit by exam that is accepted by over 1,500 colleges and universities. You can test out of the first two years of college and save thousands off your degree. Anyone can earn credit-by-exam regardless of age or education level.
To learn more, visit our Earning Credit Page
Transferring credit to the school of your choice
Not sure what college you want to attend yet? Study.com has thousands of articles about every imaginable degree, area of study and career path that can help you find the school that's right for you.
Other chapters within the Marketing 306: Principles of Selling course