CHAPTER SEVEN

BUSINESS MARKETS AND ORGANIZATIONAL BUYING

BUSINESS MARKETS AND ORGANIZATIONAL BUYING

BUSINESS MARKETS AND ORGANIZATIONAL BUYING

BUSINESS MARKETS AND ORGANIZATIONAL BUYING

Characteristics of the business market

Characteristics of the business market (continued)

The buying decision-making process

Buy phase: steps in an organizational buying decision

Buy phase: steps in an organizationAL buying decision

Three buying situations

Understanding the buying situations

The internet and business-to-business marketing

The internet and business-to-business marketing

The internet and business-to-business marketing

The cross-functional buying center

The cross-functional buying center: Roles

WHY DO ORGANIZATIONS BUY?

WHY DO ORGANIZATIONS BUY?

THE NATURE OF ORGANIZATIONAL DEMAND

THE NATURE OF ORGANIZATIONAL DEMAND

THE NATURE OF ORGANIZATIONAL DEMAND

THE NATURE OF ORGANIZATIONAL DEMAND

Classifying business markets: the naics system

Classifying business markets: the naics system

Classifying business markets: the NAICS system