A B2B purchaser is likely to turn to a generic search engine than a B2B search engine

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(Continued) The RFS Newsletter, June 2, 2007. Page 3
However, that number dropped to almost 52 percent in the research phase, a little over 42 percent in the negotiation phase and over 42 percent in the purchase phase. This B2B study reveals that in the researching phase, a purchaser is five times more likely to turn to a generic search engine for information than a B2B search engine.

As purchasers enter the later research phase and start compiling information to begin the actual negotiation, many rely on B2B vertical search engines, such as Business.com, Global Business Listing, KnowledgeStorm, or Thomasnet, to help gather the detailed information they require.

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