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Ch 6: Business Buying Behavior

About This Chapter

These video lessons provide a fast and easy way to learn about business buying behavior. A short quiz after each lesson lets you evaluate your comprehension of the material.

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

Video Objectives
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.

5 Lessons in Chapter 6: Business Buying Behavior
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.

Derived vs. Inelastic Demand in Business Markets

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.

Business Marketing: Producers, Resellers, Governments & Institutions

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.

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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