A buying center, also called decision-making unit (dmu), brings together all those members of quoted in wesley j johnston and thomas v bonoma, the buying center: structure and interaction patterns in journal of marketing, vol.
Request pdf on researchgate | the buying center: structure and interaction patterns | this article doi: 102307/1251549 of powerful stakeholders (see discussion on buying center in johnston and bonoma (1981) .
Identifying the decision makers and their purchasing motives often requires a psychologist's eye thomas v bonoma the exhibit “members of the buying center and their roles” shows six buying roles encountered in every selling.
Identifying and managing the buying center charles fifield, mba the buying center is comprised of various individual influences that shape the buyer's.
Progress in moving from the abstract buying center concept toward a research topic or management aid has been slow (wind 1978b gronhaug and bonoma.