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Buying Centre - Includes all members of the organization who play any of seven

roles in the purchase decision process

1.Initiators – those who put up the request

2.Users - Those who use the product; many times the user is

the initiator

3.Influencers – help define specs, provide info for evaluating

alternatives, technical people are good influencers

4.Deciders – those who decide on requirements.

5.Approvers – those who authorize deciders and buyers

6.Buyers – members authorized to select supplier and decide terms

7.Gatekeepers – Members who are info conduits to other

members of buy center e.g. receptionists , agents

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