Question

Who participates in the business-to-business buying process?

Answer 1

In a business setting, major purchases typically require input from various parts of the organization, such as finance, accounting, purchasing, information technology management, and senior management. The five main roles in a buying center are the users, influencers, buyers, deciders, and gatekeepers.

Answer 2

1. participants in the business-to- business buying process

2. Business buying center

3. Initiators who request that something be purchased

4. Users Those who will use the product or service

5. Influencers People who influence the buying decision, often by helping define specifications and providing information for evaluating alternatives

6. Deciders People who decide on product requirements or on suppliers

7. Approvers People who authorize the proposed actions of deciders or buyers

8. Buyers People who have formal authority to select the supplier and arrange the purchase terms

9. Gatekeepers People who have the power to prevent sellers or information from reaching members of the buying center

10. Summary

11. Credit KOTLER, P. & KELLER, K. 2011. Marketing Management 14th Edition,Upper Saddle River, NJ, Prentice Hall(With due thanks to the owners of Photographs)