Major Participants in Business Buying Process
Decision making unit of a purcasing organization is knowns as buying center. It includes all the individuals and units which take part in the business decision-making process. The buying center contains all members of the organization who play any of five roles in the buying decision process. Users -
User are usually people withingside the organization that will make use of the product or service. Usually users trigger the buying suggestion and help in establishing product requirements.
Influencers are usually people who modify the buying decision. they frequently help in establishing specification and in addition provide info with regard to evaluating alternatives. Buyers -
Buyers are official experts to select the supplier and arrange terms of purchase. Buyers may assist in prdouct specification, but their major role is to select vendors and negotiation.
Deciders are peoplewithingside the organization who have formal or informal authority to select or approve the final suppliers.
Gatekeepers are people withingside the organization who control the flow of information to others.f