People in charge of purchasing

products and services for

organizations, governments
and business.
Organizational buyers make buying
decisions for their organizations
and purchase products and services
professionally. This type of buyer
tends to be more knowledgeable
than normal consumers.
 -Purchase involves; large sums of
money, complex technical, economic
consideration, interactions among many
people at different levels

-Buyers and seller are very dependent

on each other
organizational buyers are heavily influenced
by the current and expected economic
environment
 each organization has specific objectives, policies,
procedures, organizational structures, and systems
related to buying
- the buying center usually includes several participants
with differing levels of interest, authority, and
persuasiveness
-each person has personal motivations, perceptions, and
preferences, age, income, education, professional
identification, personality, and attitudes toward risk
is when someone
in a company
recognizes a
problem or need
that can be met
by acquiring a
good or a service
is when a company
describes the
general
characteristics and
quantity of a needed
item
 is when the buying
organization decides
on and specifies the
best technical
product
characteristics for a
needed item
is when a
buyer tries to
find the best
vendor
is when
qualified
suppliers are
invited to submit
proposals
 is when a buyer
receives proposals
and selects a
supplier or
suppliers
 when a buyer writes
the final order with
the chosen
supplier(s), listing the
technical
specifications,
quantity needed,
expected time of
delivery, return
policies, warranties,
and so on
is when a buyer
rates its
satisfaction with
suppliers, deciding
whether to
continue, modify,
or drop the
relationship.
specific group or industry a company
focuses on when trying to sell products
and services.
These audiences are often dictated by
the kind of materials an organization
deals in and the kinds of competition
these business experience.
Also called as "Target Market".
All business or target markets requires
significant research to determine best
practices for marketing and sales. This
helps companies increase the likelihood
that target audiences buy from one firm
to another.
usually an
annual meeting
of an
association .
associations
sponsor many
types of
meetings
a command performance for
employees of a company
meetings less
than 50 rooms
a unique subset of
corporate group
business that
rewards participants
for achieving a goal
 Social, Military,
Educational, Religious,
and Fraternal
organizations.
Develop a win-win
relationship
1. As a buyer, how could this Advertisement influence your choice or preference??
2. Why do you think Business Market/Group Business Market important in
Marketing?

3.What were the environmental influences that affected travel and meetings after
September 11, 2001?
REFERENCE