Documente Academic
Documente Profesional
Documente Cultură
Learning Objectives
1. Understand the organizational buying process.
2. Identify and discuss the importance of the
participants in the organizational buying process.
3. Identify the major influences on organizational buyers.
4. List the eight stages of the organizational buying
process.
5. Identify and describe the group markets in the
hospitality industry.
Economic
Consideratio
ns
Complex
Technical
Features
Interactions
among Many
People
Approvers
Influencers
Buyers
Deciders
Gatekeepers
Major Influences on
Organizational Buyers
Environmen
tal
Interperson
al
Influencer
s
Organization
al
Individual
Buyphases
Problem
Recognition
General
Need
Description
Proposal
Solicitations
Product
Specification
Supplier
Selection
Supplier
Search
Order-Routine
Specification
Performance
Review
Convention
s
Corporate
Meetings
Associati
on
Meetings
SMERF
(Social, Military,
Educational,
Religious &
Fraternal)
Key Terms
Buying center All those individuals