Generally, less money is spent on advertising in B2B markets than in B2C markets because:

• A. B2B markets rely primarily on impulse buying, making advertising less effective.
• B. B2B products are typically less expensive, so advertising budgets are smaller.
• C. B2B firms do not use advertising as a marketing tool.
• D. B2B buyers are fewer in number and make purchasing decisions based on detailed information rather than mass advertising.

Answer: (D)

Verified step by step guidance

1. Understand the difference between B2B (Business-to-Business) and B2C (Business-to-Consumer) markets in terms of purchasing behavior and decision-making processes.
2. Recognize that B2B markets usually have fewer buyers compared to B2C markets, which means the target audience is smaller and more specialized.
3. Note that B2B buyers tend to make purchasing decisions based on detailed, technical, or specific information rather than emotional or impulse-driven factors.
4. Realize that because of the smaller, more informed audience, B2B firms focus more on direct sales, personal relationships, and detailed information sharing rather than broad advertising campaigns.
5. Conclude that less money is spent on advertising in B2B markets because mass advertising is less effective and less necessary when buyers rely on detailed information and personal interactions.