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Business buying behavior is distinguished by five fundamental characteristics.
First, buying is normally undertaken by a buying center consisting of many people who range widely in authority level.
Second, business buyers typically evaluate alternative products and suppliers based on quality, service, and price—in that order.
Third, business buying falls into three general categories: new buys, modified rebuys, and straight rebuys.
Fourth, the ethics of business buyers and sellers are often scrutinized.
Fifth, customer service before, during, and after the sale plays a big role in business purchase decisions
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