Participants in the Business Buying Process

Participants in the Business Buying Process



Buying Center

 

All the individuals and units that play a role in the purchase decision making process

 

Users


Members of the buying organization who will actually use the purchased prodect or service

 

Influencers


People in an organization’s buying center who affect the buying decision; they often help define
specifications and also provide information for evaluating alternatives.

 

Buyers


The people in the organization’s buying center that make an actual purchase.

 

Deciders


People in the organization’s buying center who have formal or informal power to select or approve the final suppliers

 

Gatekeepers


People in the organization’s buying center who control the flow of information to others.

1 comments:

Anonymous said...

it is good but i need some examples to be added to the meaning to the different buying center.

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