Kotler 2020, 7 kap.

A strategic approach where businesses work closely with their suppliers to ensure a consistent and reliable supply of high-quality materials and products.

The process of purchasing products or services for use in business activities.

All the individuals who participate in the decision-making process of a business purchase.

The series of steps involved in making a purchase, from identifying a need to selecting a supplier.

Factors within the company that influence buying decisions, such as financial constraints, organizational structure, or technology.

Factors related to the relationships and interactions between individuals within the buying center, such as power dynamics or personal relationships.

Factors related to the individual characteristics and preferences of the people involved in the buying decision, such as their expertise, experience, or risk tolerance.

Factors outside the company that influence buying decisions, such as economic conditions, technological advancements, or competitive landscape.

A business purchasing scenario where the buyer acquires a product or service for the very first time.

A strategy where a seller offers a complete solution to a customer's problem, encompassing all related products and services, instead of selling individual components.

Members of the buying organization who will directly use the product or service being purchased.

Individuals within the buying centre who provide expertise and recommendations about the purchase, influencing the final decision.

A sales approach targeting users directly, rather than focusing solely on the official purchase decision-makers.

The group of individuals within an organization who are involved in the decision-making process for business purchases. This includes both formal and informal participants.

The decision-making process in business buying often involves complex interactions between individuals with varying levels of influence. This group is dynamic and can shift during the buying process.

Understanding the factors influencing business buying decisions can help marketers target their strategies effectively.

Economic factors, such as price, product quality, and service levels, are often considered primary influences on business buyers. Marketers often emphasize these aspects to appeal to businesses.

The idea that business buying is solely driven by rational economic factors may not be entirely accurate. Other factors, such as relationships and individual preferences, also play a role.

The tendency of experts to recommend higher-priced products, potentially exceeding a user's actual needs, requires marketers to be aware of this dynamic.

Sustainability considerations are becoming increasingly important in business buying decisions. Companies are evaluating the environmental and social impact of their purchases.

Marketers need to understand the various influences on business buyers to develop effective strategies that address these factors. This includes economic considerations, relationships, individual preferences, and sustainability factors.

Factors that influence business buyers stemming from the overall economic environment, such as the level of demand, economic forecasts, and the cost of borrowing money.

Factors within a company itself that guide buying decisions, such as its goals, procedures, organizational structure, and established systems.

The market where organizations buy goods and services to use in the production of other products or services, or to resell or rent for profit.

Derived demand means that the demand for business products ultimately depends on the demand for consumer products.

Decisions in a business market often involve more people and more professional buyers, as more specialized knowledge is needed to make informed choices.

This refers to situations where businesses are buying the same product from the same supplier, with little or no changes.

The buying center is the group of individuals within a company who are involved in making purchasing decisions, each with their own roles and influence.

Understanding the buying center's evaluation criteria, such as price, quality, and delivery time, is crucial for business marketers to tailor their offerings.

This market includes schools, hospitals, and prisons, which provide goods and services to people in their care.

This market consists of government units at all levels, purchasing goods and services to operate the government.

Instead of selling individual products, a seller offers a complete solution to a customer's problem, including all necessary products and services.