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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Stores are now playing the role of showroom and distribution center, rather than buying center. In many cases, there are separate areas for click and pick-up with stores are being redesigned to convey this multlplatform message.

Future of Bricks and Mortar

This includes ABM fundamentals such as data enrichment, automated contact acquisition for buying center gaps, and lead-to-account matching.

6sense Acquires Account Based Marketing Platform ZenIQ

With an all-new internal online buying center, an upgraded internal auction capability, and a new transportation infrastructure, Group 1 expects the Val-U-Line brand to capitalize on the Company's scale, provide incremental volume and grow to represent 10 percent of the Company's used car business.

Group 1 Automotive: Q1 earnings negatively affected by weak market conditions

Instead, problems may stem from a lack of communication, misunderstandings or conflicting messages between the B2B company and the members of the company's buying center, or among buying center members themselves.

Big Problem for B2Bs: Resolving Customer Problems

To avoid a disconnect between account teams, companies should systematically measure buying center knowledge and client relationships with the account teams.

How to avoid blind spots during the selling process

In the sweltering summer of 2012, the San Diego franchise of DirectBuy, a member-based home improvement and furnishing consumer buying center, was facing a problem.

Five9's cloud-based dialer means more productivity for DirectBuy: automatic dialer brings substantial cost cuts for the member-based buying center

The result is the traditional center store has become vulnerable against value retail players; with the only key differentiator being price, shoppers are buying center store staples at mass merchandisers, drug chains, and dollar stores.

Driving the Center Store: Centering on Profits

An August 2001 Forrester Research report titled "Information Workers are the New Buying Center for Enterprise Technology" concludes iWorkers are motivated by low-cost solutions with clear benefits.

The rise of iWorker

Maignan & Ferrell, 2004) have explored corporate citizenship and its importance to marketers including a frame work for determining antecedents and consequences, with a few exceptions (Pujari, Peattie, & Wright, 2004), none has examined the construct as a whole in great detail within the context of the US industrial buying center. This is significant for further examination because scholars agree that in many cases organizational buying decisions are made not by individuals but by groups of those people that make up the buying center (see Johnston & Bonoma, 1981; Lilien & Wong, 1984; Zaltman & Bonoma, 1977).

Corporate social responsibility (CSR) in buyer-supplier relationships: US firms and foreign suppliers

As recent academic research reveals, the audit committee has been empowered to become what business-to-business researchers call a "buying center." In short, a buying center is a group of people assembled for the purposes of determining from whom the buying company will buy.

Becoming a more relational firm in the post--Sarbanes-Oxley era

"An Exploratory Investigation of the Structure of the Buying Center in the Metalworking Industry," Journal of Marketing Research, (21:1), 1984, pp.