Organizational buyers purchase goods for business purposes usually in much greater quantities than the average consumer. Much of what they buy requires technical knowledge and knowledge of the operations of the firms, especially in manufacturing and services operations. Having a handle on the business trends that affect their industry is also important, especially when buying for resale purposes.

Key Terms:
Organizational buyers
Wholesale and retail buyers
Six-month merchandise
Open-to-buy (OTB)
Centralized buying
Decentralized buying

*Explain how planning purchases differs between an industrial market and a resellers’ market
*Describe the six-month merchandise plan and explain its calculations
*Explain the concept of chain store buying