Microsoft Word 2007 ichrie conference Proceedings Final-Final 06-06-07. doc

 
2007 Annual International CHRIE Conference & Exposition 
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Organizational decision making normally involves many people, including those who do the actual buying, 
those who directly or indirectly influence the decisions, and those who actually use the product or service. 
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Organizational purchases are often made according to precise, technical specifications that require great 
knowledge about the product or service. 
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Impulsive decision making is unusual, because decision makers’ thinking modes are more analytical and 
controlled. 
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Organizational decision making often involves more of an emphasis on personal selling than on advertising 
or other forms of promotion. Sometimes dealing with organizational buyers typically requires more face-to-
face communication.