At a general level, a major factor that influences consumer buying behavior is the emotional connection they have with the product. The other major factor is how the product is marketed toward a targeted audience.
The business buyer decision process is highly complex. Complicated factors such as handling large amounts of money, conducting with fellow business buyers, expecting of economical revenue. This and other criteria will be researched and studied to ensure the buying decision is successful in the long run.
In business-to-business buying relations, the buyer and seller highly depend on each other to make sure both partners succeed. Many companies have supplier-partners; these ensures that a dependable supply of product is always available. The businesses have a close partner-relationship where they involve each other in their marketing strategies expanding their customer base.
The business buying process starts with finding a problem within the company. Problem recognition happens when there is a need to improve the business. Meaning, that some kind of service is needed to enhance the company either internally or externally. The general need description happens when the company figures out what type, and amount of items are needed for the improvement. The value analysis step consists of examining the product/company to see if changes can be made to impact the market positively, and increase the value of that product/company. The value analysis process can also be used when the company needs to provide greater solutions for the consumers. This way the business is perceived as loyal and dependable.
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