Motivation for Business Purchases - Explained
What Drives Purchases Decisions by a Business?
Written by J. Mance Gordon
Updated at April 17th, 2024
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What Motivates Businesses to make Purchases?
There are several aspects that drive business purchase decisions including:
- Product Specifications - The specifics of the product. Businesses have very refined needs if they're going to use a product in manufacturing, for example, or if they're going to incorporate that product into their own product. Also, the product needs to be highly consistent (the exact same every time). Consumers tend to have greater flexibility in their products specs.
- Product Availability - Lack of product availability can be a very expensive situation for a business. Thus, businesses need dependability in the supply of a product.
- Transportation Costs - How much does it cost to get the product from the manufacturer or seller to them as the buyer.
- Quality or Reliability - Product quality or continued operations often depend upon a product being quality or reliable. For example, components must be of quality if they are integrated into the final product. Likewise, a continued supply of quality products may be necessary for the production process.
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- Business to Consumer (B2C) Definition
- Business to Government (B2G) Definition
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- Types of Purchase Decisions
- Who Makes Purchase Decisions?
- Role of the Business Buying Center
- Identifying Options for Purchase
- Benefits/Detriments of B2B Relationships
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