Recent Study Reveals Importance of Search Engines in Business-to-Business Purchase Decisions

There have been numerous research studies of consumer behavior and the Internet. To date, however, the research regarding the role of the web in business-to-business purchases has been scarce. Now, a recent study sheds light on the behavior of business purchasers and the role search engines play in the buying process.

The survey, conducted by Enquiro and MarketingSherpa, measured the responses of nearly 1500 business respondents throughout North America and the world. In addition to answering questions, the survey methodology also tracked the actual behavior of the respondents while conducting searches on the web.

Results of the survey show the dramatic and integral role search engines, and especially organic search engine results, play as potential buyers of business products and services research and make purchase decisions. On the following pages, in graphical form, are excerpts of the major findings, and our opinions on what they mean. next>>