Week 4 EOC: Business to Business Marketing

Got marketing? You are dreaming your stuff are doing well at the market but the question is how? Let's make this happen.  

Describe the consumer market and the major factors that influence consumer buyer behavior. 

Best example for this question is Apple.
The buying behavior of final consumers—individuals and households that buy goods and services for personal consumption. (Kotler 136)

All the individuals and households that buy or acquire goods and services for personal consumption (Kotler 136)

Consumers around the world vary tremendously in age, income, education level, and tastes. They also buy an incredible variety of goods and services. (Kotler 136)



 
Identify and discuss the stages in the buyer decision process. 

Need Recognition, Information Search, Evaluation of Alternatives, Purchase Decision.

Describe the adoption and diffusion process for new products. 
Awareness: The consumer becomes aware of the new product, but lacks information about it.
Interest: The consumer seeks information about the new product.


Evaluation: The consumer considers whether trying the new product makes sense.
Trial: The consumer tries the new product on a small scale to improve his or her estimate of its value.
Adoption: The consumer decides to make full and regular use of the new product. (Kotler 154)


Define the business market and identify the major factors that influence business buyer 
behavior. 

In the business buying process, business buyers determine which products and services their organizations need to purchase and then find, evaluate, and choose among alternative suppliers and brands. Business-to-business (B-to-B) marketers must do their best to understand business markets and business buyer behavior. Then, like businesses that sell to final buyers, they must build profitable relationships with business customers by creating superior customer value (Kotler 157)

The buying behavior of the organizations that buy goods and services for use in the production of other products and services or to resell or rent them to others at a profit (Kotler 157)

List and define the steps in the business buying decision process.

In the business buying process, the buyer and seller are often much more dependent on each other. B-to-B marketers may roll up their sleeves and work closely with their customers during all stages of the buying process—from helping customers define problems, to finding solutions, to supporting after-sale operation. They often customize their offerings to individual customer needs. In the short run, sales go to suppliers who meet buyers’ immediate product and service needs. In the long run, however, business-to-business marketers keep a customer’s sales and create customer value by meeting current needs and by partnering with customers to help them solve their problems. (Kotler 160)