Name: Argie G. Catambacan Class Code: MKTG 2265 (3-164)
SUMMARY OF CHAPTER 6: BUSINESS MARKETS
AND BUSINESS BUYER BEHAVIOR
In the previous chapter, we studied about consumer buying behavior and factors that influence it. In
this chapter, we’ll talk about business market and business buyer behavior
What is Business Market?
Business market is different from consumer market because business market is a market where one
business sells products or services to the other businesses; either to resell them or use those products as a
raw material for the manufacturing of other products. Literally, business market is a business–to-business
market or known as B2B market unlike consumer market wherein it focuses on marketing and selling to the
end or final consumers for personal or family use.
BUSINESS BUYER BEHAVIOR VS. BUSINESS BUYING PROCESS
Business buyer behavior is how a business behave when making purchases or buying from other
companies. While business buying process is the decision process by which business buyer determine which
products and services their organizations need to purchase and then, find, evaluate, and choose among
alternative suppliers and brands. In other words, business buying process is the process by which buyers
