Participants in the Business Buying Process Who does the buying of the trillions of dollars' worth of goods and services needed by the business organizations? Purchasing agents are influential in straight -re-buy and modified re situations, whereas other department personnel are more influential in the new-buy situations. Engineering personnel usually have a major influence in selecting the product components, and purchasing agents dominate in selecting suppliers. Webster and Wind call the decision making unit of …showed first 75 words of 1174 total…

…showed last 75 words of 1174 total…finished goods to the end users. Interpersonal and Individual Factors Buying centers usually include several participants with differing interests, authority, empathy and persuasiveness. Each buyer carries personal motivations, perceptions, and preferences, which are influenced by buyer's age, income, job position, personality, attitudes towards risk, and culture. Cultural Factors Buying factors vary from one country to another. Here are some rules of social and business etiquette that marketers should understand when doing business in other countries.