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