Data Overview Report

Doing Business In India: What Drives Decision-Making For B2B Buyers

June 4th, 2024
Subhendu Pattnaik, Principal Analyst
Subhendu Pattnaik Principal Analyst
With contributors:
Dane Anderson , Ashutosh Sharma , Matthew Selheimer , Melvin Tan , Bill Nagel

This report identifies the key factors that influence B2B buyers’ decision-making in India. One notable dynamic is that much larger buyer groups are involved in purchasing processes, prolonging the buying cycle. We also examine the factors that disappoint Indian buyers the most and analyze the causes of purchase paralysis, which can delay decision-making. Finally, we recommend ways for providers to build trusted relationships and win deals in the region.

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