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Chapter 19

Across
Lifestyle in that organization
Individuals within an organization who participate in making a given purchase decision.
The evaluation of possible vendors and selection of a given vendor has to follow this.
Involves multiple events
Payments, warranties, delivery dates, and etc.
Organizational culture of a business firm.
Involves both organization characteristics
Down
Consist of individuals from various areas of the firm who meet specifically to make a purchase decision.
Involve single transactions
Organizations with distinguishing firmographics can be grouped through this process.
Innovative organizations that derive a great deal of their success from leading change.