buying centre


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buying centre

a group of persons usually within a firm which is responsible for the buying decision. The roles within the buying centre, or decision-making unit, include the initiator, who sets the process in motion; the buyer who negotiates the terms of any purchase deal; the specifier, or influencer, who specifies the precise product requirements; the decider who has the ultimate authority to approve the award of the supply contract; a gatekeeper, who controls the flow of information and contacts in the BUYING PROCESS; and finally the user(s), namely the individual(s) who will make use of the bought inputs in their working operations. See PURCHASING.
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