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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Contract award notice: Maintenance chu boilers of Montpellier, hospitals of the basin of Thau, retirement homes public of frontignan and ETS of the Hrault members of the buying center of the RESAH-LR
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.
Intelligent buying center management and new, innovative products add further value for customers.
To avoid a disconnect between account teams, companies should systematically measure buying center knowledge and client relationships with the account teams.
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.
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.
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.
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).
In short, a buying center is a group of people assembled for the purposes of determining from whom the buying company will buy.
How to Determine the Composition and Influence of a Buying Center," Industrial Marketing Management, (17:3), 1988, pp.
a subsidiary, will operate the facility, which will provide ferrous and nonferrous scrap handling services as well as serve as a buying center for auto hulks and light iron.
The buying center is composed of "all those individuals and groups who participate in the purchasing decision-making process, who share some common goals and the risks arising from the decisions.