B2B Purchaser Motivations

These purchaser motivations are usually present in B2B buying situations:

•    Price
•    Perceived quality
•    Technical specifications
•    Warranties
•    Other service or post-sale support
•    Financial stability of the seller
•    Buyer’s past experience
•    Organizational policies
•    Fear of making a mistake
•    Friendship
•    Seller’s interest in buyer’s business
•    Persuasiveness of seller

Source: The Nuts and Bolts of Business-to-Business Marketing Research, Gabriel M. Gelb – Gelb Consulting Group, Inc. as featured on CRM University Learning Center

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