B2B buyers move toward vertical search engines as they get closer to making a specific buying decision

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(Continued) The RFS Newsletter, June 2, 2007. Page 2
In its B2B Survey for 2007, Enquiro updated its B2B study done in 2004 and examined how people research B2B buying decisions online. Enquiro's study revealed that search engines topped the list of research sources throughout the purchase cycle, from awareness, through research, negotiation and purchase phases.

But the study also found that many buyers move toward vertical search engines as they get closer to making a specific buying decision. In the search awareness phase, a little over 65 percent of users said they would start their research with a "general purpose" search engine such as Google or Yahoo.

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