The steps common to most business buying decisions are:

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Analyse business buyer behaviour and decision making. The steps common to the business decision-making process are problem/need recognition, information search and specification development, evaluation of options, purchase and post-purchase evaluation. The business decision process, and the extent to which it follows this model of steps (the general order of which is shown in figure 5.2), will vary between straight rebuys, modified rebuys and new task purchases.

The Steps Common to Most Business Buying Decisions Are