Buyer Behavior Business-To-Business (B2B) and Thesis

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Further, he claims that business buyers aren't as likely to respond to marketing hype as consumers. In fact, the hype might make business buyers reject the entire marketing message. and, unlike B2C buyers, B2B buyers will take the time to read and digest long and detailed information packages. Varjan notes that B2C buyers buy for personal benefit and that B2B buyers buy for both personal and company benefit.

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In B2B environments, there are several decision makers who come to agreement on a decision vs. The typically individual decision of a consumer. Finally, according to Varjan, business buyers are skilled professionals who are trained to research and understand product claims vs. The consumer who often has less skill for making purchase decisions......

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