Contact BSI
Derrick Daye
813.842.2260 Email us
Business to Business (B2B)

B2B Purchaser Motivations


B2B Purchaser Motivations

The following 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
•    Strength of sellers brand

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

The Blake Project Can Help: The Brand Positioning Workshop

Branding Strategy Insider is a service of The Blake Project: A strategic brand consultancy specializing in Brand Research, Brand Strategy, Brand Licensing and Brand Education

FREE Publications And Resources For Marketers

Recommend this story

Subscribe, Follow and Stay Connected to BSI


Leave a Reply

Submit your comment