Major Influences on Business Purchases

Tsanko Stefanov ()
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Tsanko Stefanov: St. Cyril and St. Methodius University of Veliko Turnovo

Izvestia Journal of the Union of Scientists - Varna. Economic Sciences Series, 2019, vol. 8, issue 1, 104-109

Abstract: Various participants are involved in the purchase of the goods and services for the business. A common practice when purchasing important goods is the creation of purchasing committees composed of technical experts and senior executives. In addition, B-to-B marketing professionals are now facing a new generation of supply managers who are more qualified. Therefore, companies need to have well-trained marketing professionals able to work with these well-prepared buyers. The purpose of the article is to present a model of business buyer behavior and to find out how marketing and other incentives affect the purchasing organization and cause certain reactions from the buyer.

Keywords: B-to-B marketing professionals; business purchases (search for similar items in EconPapers)
JEL-codes: M30 M31 (search for similar items in EconPapers)
Date: 2019
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Persistent link: https://EconPapers.repec.org/RePEc:vra:journl:v:8:y:2019:i:1:p:104-109

DOI: 10.36997/IJUSV-ESS/2019.8.1.104

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