Experiential Buying Behavior Takes B2B Center Stage
Tony Zambito
SEPTEMBER 12, 2011
Image by davidking via Flickr. In my previous article, Enhance the Buyer Experience with Intelligent Engagement , I referenced a trend I called Experiential Buying. Buyer behaviors in B2B marketplaces are shifting tremendously towards more holistic experiential expectations that defy the conventional straight re-buy, modified re-buy, and new buy behaviors of the past. Buyer expectations have increased with regards to the experiences they undergo as well as desire. In simplis
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