What are the steps in the business-to-business buying decision process? Discuss how they are different from the steps in the consumer decision process

Question

What will be an ideal response?

Answer 1

Steps in the business-to-business buying decision process are problem recognition, information search, evaluation of alternatives, product and supplier selection, and postpurchase evaluation. In the first step of the B2B buying process, a firm may form a buying center. Multiple individuals are involved in the buying decision process. Business buyers conduct a much more thorough information search than consumers do. They also develop product specifications and obtain bids from potential suppliers during this step. Much more negotiation is typically involved in the alternative evaluation stage of the B2B buying process. Also, the B2B buying process often includes formal presentations and product demonstrations by potential suppliers. Unlike consumers, B2B buyers must decide on what type of sourcing to use for a purchase in the product and supplier selection stage. Finally, the B2B postpurchase evaluation is much more formal than the consumer postpurchase evaluation.