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7.8: Outcome- B2B Purchasing Decisions

  • Page ID
    48045
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    What you’ll learn to do: explain the B2B buying process and factors influencing B2B purchasing decisions

    Up to this point, our discussion about decision making has focused on individual consumers (B2C). Next we will shift attention to the decision making of businesses and other organizations when they are considering what to buy (B2B). While many of the same principles apply in business-to-business purchasing decisions, there are important differences that warrant discussion.

    The specific things you’ll learn in this section include:

    • Explain the B2B purchasing decision process
    • Describe factors influencing B2B purchasing decisions
    • Differentiate between B2C and B2B purchasing decisions

    Learning Activities

    The learning activities for this section include the following:

    • Reading: Organizational Buying Process
    • Video: Complexities of a B2B Solution Sale
    • Reading: The Organizational Buying Process
    • Self Check: B2B Purchasing Decisions

    Contributors and Attributions

    CC licensed content, Original
    • Outcome: B2B Purchasing Decisions. Provided by: Lumen Learning. License: CC BY: Attribution

    This page titled 7.8: Outcome- B2B Purchasing Decisions is shared under a CC BY 4.0 license and was authored, remixed, and/or curated by Lumen Learning via source content that was edited to the style and standards of the LibreTexts platform; a detailed edit history is available upon request.