Business Buying Decision Process

Paper Summary:

The paper explains the three noted steps in the business purchase decision process; the need recognition process, the search process and the evaluating options process that then leads to a decision to buy. The paper compares this to the consumer buying process that also involves several stages; the problem recognition, the search for information regarding the purchase, then the actual purchase and finally, the outcome of the purchase. The paper shows how both processes are, in essence, inherently similar.

From the Paper:

"The business buying decision can be an extremely important one in the ultimate buying process, and this process involves several steps. It must be remembered that the business market as such is made up of organizations that, in some way or another, may be involved in the manufacture, distribution, or offering support services for the product or the services that have been sold to the customer. It is also important to note that the amount of purchasing that would be undertaken by the business market as a whole would be able to dwarf easily the total amount of spending done by customers, in the customer buying process."

Sample of Sources Used:

• Kurtz, David L; Boone, Louis E. (2005) "Contemporary Marketing" Thomson South-Western.
• N. A. (n. d.) "Chapter 6, class notes" Retrieved 4 December, 2007 fromhttp://www.udel.edu/alex/chapt6.html
• N. A. (n. d.) "Consumer buying behavior" Retrieved 4 December, 2007 fromhttp://www.learnmarketing.net/consumer.htm
• N. A. (n. d.) "Principles of marketing, business buying behavior" Retrieved 4 December, 2007 from http://www.knowthis.com/tutorials/principles-of-marketing/business-buying-behavior/10.htm
• N. A. (n. d) "The buying process leads to a decision to buy" Retrieved 4 December, 2007 from http://www.grokdotcom.com/buyingprocess.htm

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