Business Buyer Behavior Model

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Diagram of Business Buyer Behavior Model

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A model showing the process of business buyer behavior, including marketing stimuli, the buying organization, and buyer responses.

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Marketing stimuli in business buyer behavior

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Product, Price, Place, Promotion

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Other stimuli in business buyer behavior

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Economic, Technological, Political, Cultural, Competitive

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Factors influencing the buying decision process

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Interpersonal and individual influences, organizational influences

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Buyer responses

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Product or service choice, Supplier choice, Supplier relationship, Order quantities, Service terms, Payment

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Major Types of Buying Situations

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Includes systems selling as a key type.

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Business customer needs

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Require more than just timely delivery; need full logistics support.

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Business solutions

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Involve strategic planning and logistics management.

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Major influences on business buyers

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include environmental, organizational, interpersonal, and individual factors.

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Environmental factors

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The economy, supply conditions, technology, politics/regulation, competition, culture and customs, unplanned disruptions.