Interactive
Understanding the B2B Buying Process
Biz Library
Updated Sep 04, 2018The traditional B2B buying process has seven steps: need recognition, defining the need, developing the specifications, searching for appropriate suppliers, evaluating proposals, making the buying decision, and post purchase evaluation. Emotions, trust, and fear are especially important in B2B buying because the decision maker has to consider organizational risk and personal risk as part of his buying decision.
