Business Markets and Business Buyer Behavior

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Learning Concept(s) Business Buyer Behavior, Business Buying Process, Derived Demand, Supplier Development, Straight Rebuy, Modified Rebuy, New Task, Systems Selling (Solutions Selling), Buying Center, Users, Influencers, Buyers, Deciders, Gatekeepers, Problem Recognition, General Need Description, Product Specification, Supplier Search, Proposal Solicitation, Supplier Selection, Order-routine Specification, Performance Review, E-Procurement, Institutional Market, Government Market
Covered in Course(s) MKTG210 - Principles Of Marketing
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