purchasing process
TRANSCRIPT
![Page 1: Purchasing Process](https://reader036.vdocuments.net/reader036/viewer/2022062513/5575afe5d8b42a3b498b4c3e/html5/thumbnails/1.jpg)
Business Travel
Organisational Policy
![Page 2: Purchasing Process](https://reader036.vdocuments.net/reader036/viewer/2022062513/5575afe5d8b42a3b498b4c3e/html5/thumbnails/2.jpg)
Purchasing Process
• Company-wide travel policy
• Day to day purchasing decision Influencers
Decision Makers
Gatekeeper
Buyers
Users
Decision Making Unit
![Page 3: Purchasing Process](https://reader036.vdocuments.net/reader036/viewer/2022062513/5575afe5d8b42a3b498b4c3e/html5/thumbnails/3.jpg)
Buyers
• Companies or organisations purchase business travel for employees
• Expenditure on corporate travel 3rd highest expenditure after salaries and data-processing (Amex 1999)
![Page 4: Purchasing Process](https://reader036.vdocuments.net/reader036/viewer/2022062513/5575afe5d8b42a3b498b4c3e/html5/thumbnails/4.jpg)
End Users or travellers
• Senior, middle to junior management
• Sales staff – domestic travel
http://www.flickr.com/photos/
edkohler/2487281532/
![Page 5: Purchasing Process](https://reader036.vdocuments.net/reader036/viewer/2022062513/5575afe5d8b42a3b498b4c3e/html5/thumbnails/5.jpg)
Gatekeepers and Decision Makers
• Gatekeepers usually in senior roles in the organisation – policy level decisions
• Decision makers – select suppliers or intermediaries
![Page 6: Purchasing Process](https://reader036.vdocuments.net/reader036/viewer/2022062513/5575afe5d8b42a3b498b4c3e/html5/thumbnails/6.jpg)
Influences
• Personal experience and perception
• Recommendations and criticism
• Media
• Sales and marketing by travel suppliers
Davidson, R., & Cope, B. (2003). Business Travel. Essex: Pearson Education Ltd,