B2B Shoppers favor existing relationships over comparison shopping when buying

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B2B Shoppers favor existing relationships over comparison shopping when buying

07-13-2006, 04:48 PM,

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regic Offline

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B2B Shoppers favor existing relationships over comparison shopping when buying

Quote:Although comparison shopping Latest News about comparison shopping motivates many a consumer to shop online, it's second fiddle for small businesses shopping on the Net, according to a study released by JupiterResearch last Friday.

The most significant factor governing purchases on the Web by small businesses is previous experience or familiarity with the seller, said Sonal Gandhi, the study's lead analyst.

Although 25 percent of small business buyers surveyed by Jupiter gave equal weight to relationships and comparisons as factors influencing their online shopping, Gandhi told the E-Commerce Times, some 62 percent of respondents revealed they base their shopping choices solely on familiarity or previous experience...

full article: http://www.ecommercetimes.com/story/trends/51696.html

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