The interactive process that is important

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The this affects not only individual people. The but entire groups of decision-makers. These groups are call buying centers (also buyer centers) or decision-making units (DMU). Purchasing staff. The production staff and management decision makers can be involv in the purchasing decision process. B2B Buying Center: What characteristics do purchasing decisions in companies have? Services play an important role. The especially when it comes to complex services or high investment volumes. They are responsible for a certain long-term nature of business relationships.


The often over the entire lifespan of the product. Personal finland cell phone number list contacts are creat in a long-term for the success of the business relationship. Products or services in the B2B sector are highly individualiz . B2B customers demand products that are individually tailor to their own specific nes. In addition to the provider of a product or service and the buyer. The other organizations are involv in the procurement process.


This is call multi-organizationality . Purchasing decisions in organizations are regulat by written procural guidelines . Such guidelines specify. The for example. The how many alternative offers must be obtain from different suppliers. The which criteria should be us to compare and evaluate alternative offers. The or which people in the company can agree to the purchase. Convince an entire network of your services and products All those people involv in a procurement process form the buying center.