Nigeria's free digital learning hub. Videos, lecture notes, practice questions and leaderboards aligned with CCMAS, NBTE, NCCE, WAEC, NECO, IJMB and JAMB curricula.
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Nigeria's free digital learning hub. Videos, lecture notes, practice questions and leaderboards aligned with CCMAS, NBTE, NCCE, WAEC, NECO, IJMB and JAMB curricula.
Industrial buying behaviour and buyer characteristics refer to the decision-making processes and traits of organizations when purchasing goods and services for production, operations, or resale. Unlike individual consumers, industrial buyers are typically more rational, structured, and focused on factors such as cost, quality, reliability, and long-term value. The buying process often involves multiple participants—such as managers, engineers, and procurement officers—each influencing decisions based on their roles. Buyer characteristics may include organizational size, budget constraints, industry requirements, and relationships with suppliers. Overall, industrial purchasing is more complex and formalized than consumer buying, emphasizing strategic planning, negotiation, and efficiency in meeting organizational goals.
This lecture is part of MKT 212 Business to Business Marketing in the Marketing department. The course has 28 recorded lectures across 10 series, all free to watch. Read or download the MKT 212 lecture note to study alongside the video.
