Business Travel Organisational Policy

Purchasing Process Company-wide travel policy Day to day purchasing decision Influencers Decision Makers Gatekeeper Buyers Users Decision Making Unit

Company-wide travel policy

Day to day purchasing decision

Buyers Companies or organisations purchase business travel for employees Expenditure on corporate travel 3 rd highest expenditure after salaries and data-processing (Amex 1999)

Companies or organisations purchase business travel for employees

Expenditure on corporate travel 3 rd highest expenditure after salaries and data-processing (Amex 1999)

End Users or travellers Senior, middle to junior management Sales staff – domestic travel http://www.flickr.com/photos/edkohler/2487281532 /

Senior, middle to junior management

Sales staff – domestic travel

Gatekeepers and Decision Makers Gatekeepers usually in senior roles in the organisation – policy level decisions Decision makers – select suppliers or intermediaries

Gatekeepers usually in senior roles in the organisation – policy level decisions

Decision makers – select suppliers or intermediaries

Influences Personal experience and perception Recommendations and criticism Media Sales and marketing by travel suppliers Davidson, R., & Cope, B. (2003). Business Travel. Essex: Pearson Education Ltd,

Personal experience and perception

Recommendations and criticism

Media

Sales and marketing by travel suppliers

Davidson, R., & Cope, B. (2003). Business Travel. Essex: Pearson Education Ltd,