The major participants in business buying process are
* Initiators-are the ones who initiate or recognize the need of a particular product requirement in the organization for enhancement or to combat depravation. * Users-are the ones who are going to use the product or require it for the smooth functioning of their operations. * Influencers --Influencers can be of different levels and the decisions that they influence might differ from person to person or post to post. These are basically the people who will influence the decision of which product to buy from where and what suitable price to buy it in. * Deciders - they decide or have the authority to decide whether to buy a certain product or not. * Approvers-they approve the deciders decision to by usually these people are authorized to do so. * Buyers--They are the once who make the actually purchases from other business.
Users are members of the organizations who will use the product or services. In many cases, users initiate the buying proposal and help define the product specifications. Influencers often help define specifications and also provide information for evaluating alternatives. Technical personnel are particularly important influencers. Buyers have formal authority to select the supplier and arrange terms of purchase. Buyers may help shape product specifications, but their major role is in selecting vendors and negotiating. Deciders have formal or informal power to select or approve the final suppliers. In routine buying, the buyers are often the deciders, or at least the approvers. Gatekeepers control the flow of information to others. For example, purchasing agents, often have authority to prevent salespersons from seeing users or deciders.