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Major Influences on Business Purchases

Author

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  • Tsanko Stefanov

    (St. Cyril and St. Methodius University of Veliko Turnovo)

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.

Suggested Citation

  • Tsanko Stefanov, 2019. "Major Influences on Business Purchases," Izvestia Journal of the Union of Scientists - Varna. Economic Sciences Series, Union of Scientists - Varna, Economic Sciences Section, vol. 8(1), pages 104-109, April.
    • Handle: 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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    Keywords

    B-to-B marketing professionals; business purchases;

    JEL classification:

    • M30 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - General
    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing

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