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Participants in the organizational buying process
1. Users
2. Influencers
3. Deciders
4. Approvers
5. Buyers
6. Gatekeepers
Organizational buying process
1. Problem recognition
2. General need description
3. Product specifications
4. Supplier search
5. Proposal solicitation
6. Supplier selection
7. Order-routine specification
8. Performance review
Group business markets
Conventions, Association meetings, Corporate meetings, small groups, incentive travel and SMERF groups
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