Like the consumer decision process, the business$-$to$-$business $($B$2$B$)$ buying process starts with need recognition. However, the information search and alternative evaluation steps are more formal and structured in the business buying process.

This activity is important because you need to understand that the steps taken in a B$2$B buying situation require planning and formality.

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Needs are specified in writing and potential suppliers are asked to submit formal proposals. A consumer buying situation commonly points

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happens impulsively and without planning, and customers do not have the benefit of receiving formal performance evaluationssomething they would typically receive in a business buying setting. As a resuit, customers may evaluate their purchase decisions and sometimes experience post$-$purchase dissonance.

The goal of this activity is for you to recognize the specific actions that take place during the B$2$B buying process, which parallels the consumer decision process, but also differs in many ways.

First, read the case about Toyota's buying team's decision to select an alternative supplier for their off$-$road tires. Next, click and drag each step of the B$2$B buying process to its proper sequence in the chart Finally, click and drag each action to the step that best represents that action in the B$2$B buying process.

Case:

The buying team at Toyota has recently selected an alternative supplier for off$-$road tires, after identifying a need to increase their tires' performance.

Toyota had begun hearing complaints from customers that the tires were not working well on their all$-$wheel drive vehicles, and Toyota's own tests showed below par off$-$road performance. Toyota decided it was time to seek a new tire supplier. Working onsite with vendors, Toyota drew up a list of specifications describing the size and type of tires they needed. An RFP was posted on the website, publishing the product specifications and inviting producers to bid on stipplying the tires. Once all proposals were in$,$ Toyota narrowed the field of potential suppliers down to three, ensuring continued completition among the bidders, and finally selected Goodyear because it offered the best combination of benefits. Goodyear received an order including a detailed description of the tires, the quantity needed, the price, the delivery date, and penalties for fallure to deliver on any of these fronts. A few months later, the buying team at Toyota evaluated Goodyear's performance on key issues such as off$-$road performance and on$-$time delivery.

Next, click and drag each step of the B$2$B buying process in the top row to its proper sequence in the chart. Finally, click and drag each action from the bottom row to the step that best represents that action in the B$2$B buying process.

nran each examnle to the corresnondind sten in the nrocess

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