Decision Making Unit

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Definition: Decision Making Unit

The decision Making Unit is a team unit which participates in a buyer decision process. this decision process is the purchasing behavior of a business. It is more important from a B2B perspective in which the buying process is long and multi-stage.

Various Members or stakeholders in the decision making unit are :  

1 Initiators

2 Gatekeepers

3 Buyers

4 Deciders

5 Users

6 Influencers




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