Chapter 4 – Business Buying Behaviour

4.1 The Characteristics of Business-to-Business (B2B) Markets

4.2 Types of B2B Buyers

4.3 Stages in the B2B Buying Process

4.4 Factors Affecting the Buying Process

4.5 The Network and Relationships

4.6 Discussion Questions and Activities

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Principles of Marketing, 1st Canadian Edition Copyright © by Anthony Francescucci, Joanne McNeish, Nukhet Taylor is licensed under a Creative Commons Attribution-NonCommercial-ShareAlike 4.0 International License, except where otherwise noted.

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