Compared with consumers discuss how business buyers seek information.

Question

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The Answer is Business buyers, also have personal goals that may influence their buying behaviour. Most buyers seek the psychological satisfaction that comes with promotion and financial rewards. In general, managers are most likely to achieve these personal goals when they consistently exhibit rational buying behaviour and perform their jobs in ways that help their companies achieve their organizational objectives. Suppose, though, that a business buyer develops a close friendship with a certain supplier. If the buyer values the friendship more than organizational promotion or financial rewards, s/he may behave irrationally from the company's point of view. Dealing exclusively with that supplier regardless of better prices, quality or service from competitors may indicate an unhealthy or unethical alliance between the buyer and seller. Companies have different ways of dealing with such problems. Some require more than one person to be involved in buying products, while others periodically review their use of suppliers.

Compared with Consumers Discuss How Business Buyers Seek Information