CURSO DE MARKETING: VÍDEO 20, MERCADOS DE NEGOCIOS Y COMPORTAMIENTO DE COMPRA DE NEGOCIO

Summary

This lesson explores business markets and buying behavior, focusing on how organizations purchase goods and services for production purposes. Key concepts include derived demand, inelastic demand, and fluctuating demand. The buying process involves multiple stages, such as identifying problems, evaluating options, and making decisions with input from various organizational levels. Business purchases can be routine or complex, depending on the nature and scale of the transaction. The lesson also highlights how business demand is less sensitive to price changes and influenced by consumer demand for final products.

Takeaways

• 😀 Business buying behavior refers to how organizations purchase goods and services for their own use or to create products for resale or distribution.
• 😀 The business buying process involves determining what products and services are needed, then locating, evaluating, and selecting suppliers and brands.
• 😀 Business markets consist of organizations that acquire goods and services to produce other products for resale, rental, or distribution.
• 😀 Demand in business markets is derived from the demand for consumer goods and services.
• 😀 Inelastic demand means that the demand for business products doesn't significantly change with price fluctuations.
• 😀 Fluctuating demand refers to the variability in business demand, which can greatly impact organizations based on consumer demand changes.
• 😀 Business markets are highly informed, meaning organizations in these markets have thorough knowledge of their purchasing decisions.
• 😀 The nature of the buying unit in business purchasing involves multiple participants, including experts and upper management, especially for complex purchases.
• 😀 Business purchasing decisions are typically more complex, involving large sums of money and intricate technical and economic factors.
• 😀 The decision-making process for business purchases includes stages such as problem identification, criteria selection, alternative generation, and evaluation.
• 😀 Business decisions can be routine or highly complex, with varying levels of involvement from individuals based on the purchase's nature and complexity.

Q & A

What is business buying behavior?

Business buying behavior refers to how organizations act when purchasing goods and services for use in manufacturing products that are sold, rented, or supplied to others.

What does the business buying process involve?

The business buying process is defined as the steps through which buyers determine the products and services their organizations require, locate suppliers, and evaluate and choose between different brands and suppliers.

What is meant by business markets?

Business markets refer to the group of organizations that acquire goods and services to produce other products that are sold, rented, or distributed to others.

What are the main characteristics of business markets?

Business markets typically have demand derived from consumer products, inelastic demand (not sensitive to price changes), fluctuating demand (can vary widely), and a well-informed market regarding what is bought.

What is derived demand in business markets?

Derived demand is the demand for goods and services generated as a result of the demand for other goods and services, particularly in business markets.

What does inelastic demand mean in business markets?

Inelastic demand means that the demand for a product is not significantly affected by changes in price, especially in the short term.

What is fluctuating demand in the context of business markets?

Fluctuating demand refers to the typical demand in industrial markets, where small changes in consumer demand can lead to large fluctuations in business demand.

How does the nature of a business purchase differ from a consumer purchase?

In business purchases, there are often more participants in the decision-making process, and the buying process is more professional and complex, involving experts and higher-level management in the case of significant purchases.

What types of decisions do business buyers face?

Business buyers often face more complex decisions, involving large sums of money, technical and economic considerations, and interactions across multiple levels of the buying organization.

What are the stages involved in the business buying decision process?

The stages of the business buying decision process include: identifying and analyzing the problem, identifying decision criteria and weighting them, defining priorities, generating alternative solutions, evaluating alternatives, choosing the best alternative, applying the decision, and evaluating results.