Management and Organizational Studies 2320A/B : Business Markets and Buyer Behaviour
10 Feb 2012
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Business markets and buyer behaviour 2/10/2012 11:50:00 am. Business markets y characteristics of business markets: market structure and demand. business markets contain fewer but larger buyers. business buyer demand is derived from final consumer demand. demand in many business markets is more inelastic not affected as much in the short run by price changes. demand in business markets fluctuates more: nature of the buying unit. business buying involves a more professional purchasing effort: types of decisions and the decision process. business buyers usually face more complex buying decisions. buyers and sellers work more closely together and build close, long-term relationships. many business buyers prefer to buy a complete solution to a problem from a single seller instead of buying separate products and services from several suppliers. users members of the organizations who will use the product or service. influencers often help define specifications and also provide information for evaluating alternatives.
