CHAPTER 8
Business Markets and Buying Behavior
TEACHING RESOURCES QUICK REFERENCE GUIDE
Resource
Location
Purpose and Perspective
IRM, p. 143
Lecture Outline
IRM, p. 144
Discussion Starters
IRM, p. 151
Class Exercises
IRM, p. 153
Semester Project
IRM, p. 156
Answers to Developing Your Marketing Plan
IRM, p. 157
Answers to Discussion and Review Questions
IRM, p. 158
Comments on the Cases
IRM, p. 160
Video Case 8.1
IRM, p. 160
Case 8.2
IRM, p. 161
Examination Questions: Essay
Cognero
Examination Questions: Multiple-Choice
Cognero
Examination Questions: True-False
Cognero
PowerPoint Slides
Instructor’s website
Note: Additional resources may be found on the accompanying student and instructor websites at
PURPOSE AND PERSPECTIVE
In this chapter, we look at business markets and business buying decision processes. We first discuss
various kinds of business markets and the types of buyers that comprise those markets. Next, we explore
several dimensions of business buying, such as the characteristics of transactions, attributes and concerns
of buyers, methods of buying, and distinctive features of demand for business products. We then examine
how business buying decisions are made and who makes the purchases. Finally, we consider how
business markets are analyzed.
