This chapter mainly teaches by use lectures,multimedia,group discussions,and classroom discussions Chapter 6 Business Markets and Business Buyer Behavior (一)目的与要求Goals and Requirements a.Define the business market and explain how business markets differ from consumer markets b.Identify the major factors that influence business buyer behavior c.List and define the steps in the business buying decision process d.Compare the institutional and government markets and explain how make their buying decisions (二)教学内容Chapter Outline a.Business markets b.Business buyers behavior c.Institutional and government markets (三)思考与实践Critical thinking exercises a.Identify a product that is bought and sold in a business-to-business context.Identify individuals within the buying organization who fulfill the different roles of the buying center.Identify as many for each role as possible,doing research where necessary.Point out how some individuals might play more than one role.Is there a relationship between some of the roles?Is that relationship always present? 【思政内容】为积极鼓励双循环，扩大内需，我国开始估计跨境电商的存在，引 导学生思考，跨境电商对消费者的作用，以及对我国在全球进出口市场地位有何 积极影响。 b.Interview a purchasing agent from a company with regard to the major types of buying situations.Have him or her identify at least one example for each of the three major types What are the main differences for them in these types of buys? (四)教学方法与手段Teaching methods 本章教学主要采用课堂讲授、多媒体教学、分组讨论、课堂讨论等。 This chapter mainly teaches by use lectures,multimedia,group discussions,and classroom discussions8 This chapter mainly teaches by use lectures, multimedia, group discussions, and classroom discussions. Chapter 6 Business Markets and Business Buyer Behavior （一） 目的与要求 Goals and Requirements a. Define the business market and explain how business markets differ from consumer markets b. Identify the major factors that influence business buyer behavior c. List and define the steps in the business buying decision process d. Compare the institutional and government markets and explain how make their buying decisions （二） 教学内容 Chapter Outline a. Business markets b. Business buyers behavior c. Institutional and government markets （三） 思考与实践 Critical thinking exercises a. Identify a product that is bought and sold in a business-to-business context. Identify individuals within the buying organization who fulfill the different roles of the buying center. Identify as many for each role as possible, doing research where necessary. Point out how some individuals might play more than one role. Is there a relationship between some of the roles? Is that relationship always present? 【思政内容】为积极鼓励双循环，扩大内需，我国开始估计跨境电商的存在，引 导学生思考，跨境电商对消费者的作用，以及对我国在全球进出口市场地位有何 积极影响。 b. Interview a purchasing agent from a company with regard to the major types of buying situations. Have him or her identify at least one example for each of the three major types. What are the main differences for them in these types of buys? （四） 教学方法与手段 Teaching methods 本章教学主要采用课堂讲授、多媒体教学、分组讨论、课堂讨论等。 This chapter mainly teaches by use lectures, multimedia, group discussions, and classroom discussions