1. Business Markets
1.1. Business buying process
1.1.1. business buyers determine which products and services are needed to purchase
1.1.2. find, evaluate, and choose among alternative brands
1.2. consumer markets
1.2.1. Market structure and demand
1.2.2. Nature of the buying unit
1.2.3. Types of decisions and the decision-making process
1.3. Market Structure and Demand
1.3.1. Fewer and larger buyers
1.3.2. Geographic concentration
1.3.3. Derived demand
1.3.3.1. Inelastic demand
1.3.3.2. Fluctuating demand
1.3.4. Buyer and seller dependency
1.3.5. Supplier development
1.3.5.1. networks of supplier-partners to ensure an appropriate and dependable supply of products and materials
1.3.5.2. use in making their own products or resell.
2. Institutional and Government Markets
2.1. E-Procurement and Buying on the Internet
2.1.1. Institutional markets
2.1.2. Characteristics
2.1.3. Government markets
3. Business Buyer Behavior: the buying behavior of the organizations
3.1. A model of business buyer behavior
3.1.1. 1.The environment
3.1.2. 2.The buying organization
3.1.3. 3.Buyer responses
3.2. Marketing stimuli
3.2.1. business buying consists of the four PS
3.2.1.1. product
3.2.1.2. price
3.2.1.3. place
3.2.1.4. promotion
3.2.2. major economic forces
3.2.2.1. political
3.2.2.2. economic
3.2.2.3. technological
3.2.2.4. cultural
3.2.2.5. competitive
3.3. Buyer responses to marketing stimuli
3.3.1. Product or service choice
3.3.2. Supplier choice
3.3.3. Order quantities
3.3.4. Delivery
3.3.5. Service
3.3.6. Payment terms
3.4. Major Types of Buying Situations
3.4.1. Straight rebuy
3.4.1.1. a routine purchase decision such as a reorder without any modification.
3.4.2. Modified rebuy
3.4.2.1. the buyer wants to modify the product specification, price, terms, or suppliers.
3.4.3. New task
3.4.3.1. a purchase decision that requires thorough research such as a new product.
3.4.4. System selling
3.4.4.1. the purchase of a packaged solution from a single seller
3.4.5. Two-step process
3.4.5.1. Interlocking products
3.4.5.2. System of production, inventory control, distribution
3.5. Participants in the Business Buying Process
3.5.1. The buying center
3.5.1.1. Users: will use the product or service.
3.5.1.2. Influencers : specifications and provide information for evaluating alternatives.
3.5.1.3. Deciders : formal or informal power to select and approve final suppliers.
3.5.1.4. Gatekeepers control the flow of information.
3.6. The buying process
3.6.1. Problem recognition
3.6.2. General need description
3.6.3. Product specification
3.6.4. Value analysis
3.6.5. Supplier search
3.6.6. Proposal solicitation
3.6.7. Supplier selection
3.6.8. Order-routine specifications
3.6.9. Performance review