| 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.
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| Corporate culture | Often used to refer to the organizational culture of a business firm.
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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.
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| Firmographics | Involve both organization characteristics and characteristics of the composition of the organization.
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| Lead users | Innovative organizations that derive a great deal of their success from leading change.
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| Macrosegmentation | The process of grouping organizations with distinguishing firmographics into market segments.
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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.
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| Reference group infrastructure | Refers to the flow of purchase influence within an industry.
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| Terms and conditions | Payments, warranties, delivery rates, and so forth.
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| Two-stage decision process | Involves the evaluation of possible vendors and selection of a given vendor.
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