Central Buying Office:

The Central buying office is defined as the total of the individuals or groups of people involve in the process of decision to purchase a product. They include (i) users, (ii) influencers (iii) deciders (iv) gate-keepers and (v) ultimate buyers.

i) Product Users:

They actually use the industrial products. Examples are: (a) a secretary (b) an executive (c) a product-line or (d) truck driver. They are very important because their views are a source of feedback regarding product performance or general utility.

ii) Decisions Influencers:

Some people set the product specifications plus aspects of buying decisions. Such people are influential because of their technical expert knowledge, organisational position, or some political power in the firm.

iii) Deciders:

The deciders make actual buying decisions in respect of the product plus the supplier. In some cases a purchasing agent/department is a decider in a straight - rebuy situation. If the item to purchase is

expensive, the top management becomes involved.

iv) Gate-keepers:

Some people control the flow of the purchasing information.

These gate-keepers carry out their control activities within the organisation and between the firm and its potential vendors. They may be purchasing agents, secretaries, receptionists, and technical personnel.

v) The Ultimate buyers:

They interact with the suppliers and arrange the final terms of sale. They process the actual purchase orders. The ultimate buyers are the employees of the purchasing department. Where the value of the purchase is high, the top management becomes involved.