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B2B Purchasing
janetrobbins678
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7-18-2008 5:55 PM
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<div style="margin: 12px 0px; font-family: arial; color: #333333; background: #ffffff; border: solid 4px #e5e5e5; width: 100%; clear: left;"><div class="CM_CTB_Content_Wrap" style="margin: 0px; padding: 0px;background-color: #ffffff;"><div style="border-bottom: solid 1px #dcdcdc; white-space: nowrap; margin-bottom: 8px; background-color: #eeeeee ;background-image: url(http://clipmarks.com/images/source-bg.gif); background-repeat: repeat-x; height: 24px; line-height: 24px; vertical-align: middle; padding-bottom: 4px; color: #666666; font-size: 10px;" ><a href="http://clipmarks.com/clip-to-blog/" title="see clips that are hot right now"><img src="http://content.clipmarks.com/blog_embed/0ee3f89f-63b2-41e1-b53c-5913bf4831f7/5ED22663-9A72-40DB-8C0A-81DE9696D628/" alt="" width="19" height="19" border="0" style="vertical-align: middle; margin: 0px 4px; display: inline; border: none; float:none;" /></a>clipped from <a title="http://www.brandingstrategyinsider.com/2008/06/index.html" href="http://www.brandingstrategyinsider.com/2008/06/index.html" style="font-size: 11px;">www.brandingstrategyinsider.com</a></div><blockquote style="text-align: left; padding: 0px 8px; margin: 4px 0px 8px 0px; background: transparent; border: none;" cite="http://www.brandingstrategyinsider.com/2008/06/index.html"><DIV><P>These purchaser motivations are usually present in B2B buying situations:</P><P>• Price<BR />• Perceived quality<BR />• Technical specifications<BR />• Warranties<BR />• Other service or post-sale support<BR />• Financial stability of the seller<BR />• Buyer’s past experience<BR />• Organizational policies<BR />• Fear of making a mistake<BR />• Friendship<BR />• Seller’s interest in buyer’s business<BR />• Persuasiveness of seller</P><P>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</P><P><EM>Sponsored By</EM>: <A href="http://www.theblakeproject.com/brandaid/order/">Brand Aid</A></P></DIV></blockquote></div><div style="margin: 0px 6px 6px 4px;"><table style="font-size: 11px;border-spacing: 0px;padding: 0px;" cellpadding="0" cellspacing="0" width="100%"><tr><td style="background:transparent;border-width:0px;padding:0px;"> </td><td align="right" style="background:transparent;border-width:0px;padding:0px;width:107px" width="107"><a href="http://clipmarks.com/share/5ED22663-9A72-40DB-8C0A-81DE9696D628/blog/" title="blog or email this clip"><img src="http://content7.clipmarks.com/images/c2b-foot.png" border="0" alt="blog it" width="107" height="17" style="border-width:0px;padding:0px;margin:0px;" /></a></td></tr></table></div></div>
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