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Key Terms
authority the right to give orders, supervise the work of others, and make certain decisions B2...
Chapter Summary
In this chapter, we defined business-to-business (B2B) markets and buying behavior and explored t...
4.5 Ethical Issues in B2B Marketing
LEARNING OUTCOMES By the end of this section, you will be able to: 1 Discuss ethical issues...
4.4 Stages in the B2B Buying Process
LEARNING OUTCOMES By the end of this section, you will be able to: 1 Explain and describe t...
4.3 Major Influences on B2B Buyer Behavior
LEARNING OUTCOMES By the end of this section, you will be able to: 1 List and describe the ...
4.2 Buyers and Buying Situations in a B2B Market
LEARNING OUTCOMES By the end of this section, you will be able to: 1 Identify the types of ...
4.1 The Business-to-Business (B2B) Market
LEARNING OUTCOMES By the end of this section, you will be able to: 1 Define the business-to...
In the Spotlight
Figure 4.1 Business-to-business marketing is when one business sells products or provides ser...
References
1. Daniel Campos, “Committing to the Core: How McDonald’s Innovated to Survive (and Thrive)...
Closing Company Case
Wired Coffee Bar Figure 3.15 Recognizing an opportunity to open a coffee shop in a small c...
What Do Marketers Do?
Have you ever wondered where analysts gather consumer behavior data and how they make sense of it...
Building Your Personal Brand
Knowing yourself well is essential to helping you identify your personal brand. How would you cha...
Critical Thinking Exercises
1. Research has shown that consumers’ buying behavior changes over time, reflecting their a...
Applied Marketing Knowledge: Discussion Questions
1. What sort of purchasing behavior do you, as a student, exhibit? Do you stop by a convenience...
Key Terms
4Ps the “marketing mix”—product, price, promotion, and place attitudes a learned set o...
Chapter Summary
This chapter defined consumer markets and consumer buying behavior and discussed the buyer’s blac...
3.4 Ethical Issues in Consumer Buying Behavior
LEARNING OUTCOMES By the end of this section, you will be able to: 1 Describe et...
3.3 The Consumer Purchasing Decision Process
LEARNING OUTCOMES By the end of this section, you will be able to: 1 Explain the fi...
3.2 Factors That Influence Consumer Buying Behavior
LEARNING OUTCOMES By the end of this section, you will be able to: 1 List and de...
3.1 Understanding Consumer Markets and Buying Behavior
LEARNING OUTCOMES By the end of this section, you will be able to: 1 Define consume...