B2B Industrial Buyers Consider Price First, But Other Factors Also Influence Decisions

Roughly 6 in 10 B2B buyers from industrial sectors indicate that at least 60% of their purchase decisions are dominated by the immediate purchase price of the equipment, according to a research report [pdf] compiled by TriComB2B in partnership with the University of Dayton School of Business Administration. In all, price dominates in 55% of purchases, per the research, relatively unchanged from 57% in a similar study conducted in 2011. Interestingly, buyers are now conducting more extensive research for smaller purchases. (more…)