About This Chapter
Business Buying Behavior - Chapter Summary and Learning Objectives
Business buying behavior is a key factor to consider when creating a marketing plan. These quick and entertaining video lessons make it easy to understand the concepts. You'll get an overview of how business marketing is different from consumer marketing and explore the roles of producers, resellers and other key players. You'll also discuss the factors that shape buying decisions. Use the transcripts to reference key vocabulary and ask instructors any questions you have about the subject. In this chapter, you'll cover material explaining:
- Business marketing goals and tactics
- The role of e-commerce in business marketing and sales
- Types of demand in business markets
- Environmental and organizational considerations in buying decisions
|B2B vs. B2C: How Business Marketing Differs from Consumer Marketing||Compare business marketing to consumer marketing.|
|Derived vs. Inelastic Demand in Business Markets||Define derived demand and inelastic demand.|
|Business Marketing: Producers, Resellers, Governments & Institutions||Discuss the key players in business marketing.|
|Influences on Business Buying Decisions||Consider the influences on buying decisions.|
|What is Business-to-Business E-Commerce? - Definition & Examples||Define and discuss 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. Derived vs. Inelastic Demand in Business Markets
The simple law of demand governs much of the business world, however, there are some exceptions. In this lesson, we take a look at two of them - the idea of derived demand and the idea of inelastic demand.
3. Business Marketing: Producers, Resellers, Governments & Institutions
In this lesson, you will learn about the four different business markets and what makes them different from each other. You will learn how each business market typically buys goods and services and why it is important for marketers to be able to distinguish between these types of markets.
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.
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Other chapters within the UExcel Principles of Marketing: Study Guide & Test Prep course
- Introduction to Marketing
- Marketing Environment Factors
- The Marketing Process
- Marketing Information & Research
- Consumer Buyer Behavior
- Marketing Strategy
- Products, Services & Brands
- Distribution & Logistics
- Promotion, Advertising & Public Relations
- Direct & Online Marketing
- Selling & Pricing Strategies
- Global Marketing Strategies
- Social Responsibility & Marketing Ethics
- UExcel Principles of Marketing Flashcards