Business buying behavior in Marketing Management

The following is a discussion agenda on business buying behavior in Marketing Management:

1. The nature of organizational buying
• the business market
• buying situations
• systems buying and selling
2. Participants in the business buying process
3. Key influencing factors on buying decisions
• environmental factors
• organizational factors
• interpersonal and individual factors
4. The purchasing/ procurement process
• types of purchasing processes
• stages in the buying process
5. Institutional and government markets

Reference
Kotler, P. (2003) "Chapter 8: analying business markets and business buying behavior" in Marketing Management, Prentice Hall.