Critical Differences Between B2B and B2C
Buying decisions: Facts vs. emotions
Buying decisions in B2B eCommerce are planned, logical, and value-driven, rather than impulse and emotional decisions like many B2C purchases. B2B purchasing decisions are based on business needs and often follow a cyclical purchase schedule.
Decision-makers: Groups vs. individuals
Groups of multiple people make B2B purchasing decisions. A B2B purchase decision has to follow an established procurement process and may require approval by various managers and departments. The decision-maker in B2C is a single person usually purchasing to fulfill an emotional desire or only one specific need.
Buying cycles: Long vs. short (or complex vs. simple)
Buying cycles in the B2B landscape tend to be long and complicated. The B2B purchasing process involves several departments and individuals, both the sellers and the buyers. Multiple decision-makers need access to information that is most relevant to them. On the other hand, the B2C process is much shorter and more straightforward.
Focus: Convenience, speed, and relevant information vs. needs and wants
B2C buyers consider their needs and desires when deciding on a product and then pick the product that best fits those needs. For B2B buyers, the focus is on the product’s impact on the business’s bottom line. Buyers will consider multiple factors such as the ease of transaction, payment terms, the speed of communication and the ability to complete the transaction, and how much information is available about the product.
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Every client is unique, and every situation is different. Eradium is committed to helping its clients reach their specific business goals.
Our team includes experienced eCommerce Strategy Architects, User Experience Designers, and Developers with extensive experience building advanced BigCommerce solutions. We have proven processes and tools that help deliver a successful Online Store implementation.
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