A is a buyinf centre member who affects the purchasing decision by supplying information for the evaluation of alternatives or by setting buying specifications
Answers
Answer:
The concept of a DMU was developed in 1967 by Robinson, Farris and Wind (1967). A DMU consists of all the people of an organization, who are involved in the buying decision. The decision to purchase involves those with purchasing and financial expertise; those with technical expertise and of course the top-management. McDonald, Rogers & Woodburn (2000) say that identifying and influencing all the people involved in the buying decision is a prerequisite in the process of sales.
Answer:
The concept of a DMU was developed in 1967 by Robinson, Farris and Wind (1967). A DMU consists of all the people of an organization, who are involved in the buying decision. ... Some of the key factors influencing a buying center or DMU's activities include: Buy class (e.g. straight rebuy, new task or modified rebuy)