ABSTRACT
There are very few cases where an industrial purchasing decision is made by only one person. Even in a small business it is likely that several people would expect to have some influence on or input into the purchase decision. Because of this, the decision-making process often becomes formalized, with specific areas of interest being expressed by members of the decision-making unit (DMU), and with roles and responsibilities being shared. This group which cannot be identified on any company organization chart, also called the buying center, varies in make-up from one buying situation to another. Individuals may participate for a brief time only or be part of the group from conception to conclusion.
