1. Organizational Buying Behavior
includes organizations that buy merchandise to manufacture other goods, resell, or to conduct the ongoing business

2. Business market components
Agriculture
Reseller
Government
Bidding process
The services market
“non-business” market
International market

3. Characteristics of the business market
Derived demand
Inelastic demand
Widely fluctuating demand
Regional concentration
Vertical vs. horizontal

4. Business buying behavior – characteristics today
Outsourcing
Quality and time pressure
Relationship marketing or partnering relationships

5. The buying decision process
Problem awareness (need recognition)
Identification of alternatives
Evaluation of alternatives
Purchase decision
Post-purchase

6. Types of buying situations
New task buying
Straight rebuy
Modified rebuy

7. Multiple buying influences
Buying center
Initiator
User
Influencers
Deciders
Gatekeeper
Buyers

8. Buying patterns of business users
Direct purchases
Infrequent purchases
Order size
Reciprocity arrangements
Service expectations
Dependability of supply
Leasing as an alternative
Impact of electronic commerce