2. THE BUYING BEHAVIER OF THE
ORGANIZATIONS THAT BUY GOODS AND
SERVICES FOR USE IN THE PRODUCTION
OF OTHER PRODUCTS AND SERVICES OR
FOR THE PURPOSE OF RESELLING OR
RENTING THEM TO OTHERS AT A PROFIT

3.  BUSSINESS BUYER PROCESS
THE DECISION PROCESS BY WHICH

4.  STRAIGHT REBUY
 MODIFIED REBUY
 NEW TASK
 SYSTEMS SELLING
 PARTICIPENTS IN THE BUSSINESS BUYING
PROCESS

5.  BUYING CENTRE
 USER
 INFILUENCES
 BUYERS
 DECIDERS
 GATE KEEPER

6.  ENVIORMENTAL FACTOR
 ORGANIZATIONAL FACTOR
 INTERPERSONAL FACTOR
 INDIVIDUAL FACTOR
 BUYER FACTOR

7.  PROBLEM RECOGNITION
 GENERAL AND DESCRIPTION
 PRODUCT SPECIFICATION
 SUPPLER SERACH

8.  PROPOSAL SOLICITATION
 SUPPLIER SELECTION
 ORDER ROUTIEN SPECIFICATION
 PERFORMANCE REVIEW

9.  INSTITUTIONAL MARKETS
 GOVERNMENT MARKETS