خصائص القرار الشرائي لدى المستهلك النهائي و المستهلك الصناعي

Abstract EN

This researchaims tohighlight themain charactersdistinguishingthedecisions of final consumersfrom the decisions of industrial consumers.

The research concludedthat there are somecommon pointsbetween the twokinds of consumerssuch as: they follow the samesteps to take their decisions; their decisionisinfluenced byaset ofinternal (psychical) and external (environmental)factors.

Also, manydifferent points arerecorded between the two kindssincethe decision of industrial consumers is more rational than thefinal consumers.

For this reason, the company should know all the kinds of the targeted consumers in orderto provide adequate mix marketing for each kind, satisfy them and make its own success.