Business to Business Marketing

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Across
  1. 1. the person who first suggests buying the particular product or service
  2. 3. a customer who purchases a good or service for the first time
  3. 5. the buyer or buying organization simply buys additional units of products that had previously been purchased
  4. 7. the buyer has purchased a similar product in the past but has decided to change some specifications
  5. 12. one person makes the decision alone
  6. 14. one person makes the decision but solicit input from others before doing so
Down
  1. 2. the person whose views influence other members of the buying center in making the final decision
  2. 4. the first step in the buying process
  3. 6. the person who consumes or uses the product or service
  4. 8. the majority rules in the decision process
  5. 9. the person who controls information or access, or both, to decision makers and influencers
  6. 10. the person who ultimately determines any part of or the entire buying decision--whether to buy, what to buy, how to buy, or where to buy
  7. 11. all members of the team much reach a collective agreement
  8. 13. the person who handles the paperwork of the actual purchase