(See related pages)
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| Buying center | consist of individuals from various areas of the firm, such as accounting, engineering, manufacturing, and marketing, who meet specifically to make a purchase decision. (See page(s) 680) |
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| Corporate culture | often used to refer to the organizational culture of a business firm. (See page(s) 689) |
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| Decision-making units (DMUs) | the individuals (representing functional areas and management) within an organization who participate in making a given purchase decision. (See page(s) 680) |
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| Firmographics | involve both organization characteristics and characteristics of the composition of the organization. (See page(s) 689) |
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| Lead users | innovative organizations that derive a great deal of their success from leading change. (See page(s) 693) |
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| Macrosegmentation | the process of grouping organizations with distinguishing firmographics into market segments. (See page(s) 692) |
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| Organizational culture | the self-concept and lifestyle of an organization it reflects and shapes organizational needs and desires, which in turn influence how organizations make decisions. (See page(s) 689) |
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| Reference group infrastructure | refers to the flow of purchase influence within an industry. (See page(s) 693) |
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| Terms and conditions | payments, warranties, delivery rates, and so forth. (See page(s) 687) |
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| Two-stage decision process | involves the evaluation of possible vendors and selection of a given vendor. (See page(s) 685) |