Participants in the Business Buying Process
All the individuals and units that play a role in the purchase decision making process
Members of the buying organization who will actually use the purchased prodect or service
People in an organization’s buying center who affect the buying decision; they often help define
specifications and also provide information for evaluating alternatives.
The people in the organization’s buying center that make an actual purchase.
People in the organization’s buying center who have formal or informal power to select or approve the final suppliers
People in the organization’s buying center who control the flow of information to others.