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Enquiro Survey Reveals How Business to Business (B2B) Purchasers Buy

The objective of the survey, conducted with over 1000 B2B buyers, was to discover how people research B2B buying decisions online and how this varies by role within a company and by purchase phase. How do people navigate from awareness, through research and negotiation phases to the actual purchasing decision? What is the balance between online and offline influences? Do purchasers use search engines, and if so, which search engines and why? Do they use specific B2B search engines? When do they refer to a vendor’s site or an industry information site and what do they look for specifically?

Graph showing results of where the users started their research, by phase:


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