Participants In The Business Buying Process

Participants In The Business Buying Process

1. PRESENTATION ON MARKETING TOPIC: Participants In The Business Buying Process PRESENTED BY: PARISHA JAHAN (Roll: 03)

2. BUYING CENTER The decision making unit of a buying organization is called its buying center. The buying center includes all members of the organization who play any of the five roles in the purchase decision process.

3. USERS & INFLUENCERS USERS: Members of the buying organization who will actually use the purchased product or service INFLUENCERS: People in an organizations buying center who affect the buying decision they often help define specifications and also provide information for evaluating alternatives.

4. BUYERS & DECIDERS BUYERS: People in an organizations buying center who make an actual purchase. DECIDERS: People in an organizations buying center who have formal or informal power to select or approve the final suppliers.

5. GATEKEEPERS The people in an organizations buying center who control the flow of information to other. EXAMPLE: purchasing agents often have authority to prevent salesperson from seeing users.

6. Thank you everyone