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Influencers, Buyers, Deciders in Organizational Buying

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Three of the influences of organizational buying are called influencers, buyers and deciders. Describe their role in the organizational buying process. Is it possible for an influencer to be a buyer or a decider, or both, while also being an influencer?

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Solution Summary

This detailed solution describes and reviews the roles of influencers, buyers, and deciders in the buying process. It also discusses if one person can play the part of more than one role.

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Influencer:The person whose view or advice influences the decision. Influencers often help define specifications and provide information for evaluating alternatives. In a family it might be the children.

Buyer: The person who conducts the transaction. This is the person that has ...

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  • BA, University of Southern California
  • MSS, United States Sports Academy
  • Ed.D, Boise State University
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