Organizational Buyer Behavior
Read the "Organizational Buyer Behavior" section. The decision-making process that organizations follow to determine their needs for products and services is known as organization buying. After reading this material, consider the following review questions:
- What buying stages do buying centers typically go through?
- Why should business buyers collaborate with the companies they buy products from?
- How do straight rebuy, new buy, and modified rebuy differ from one another?