The influence of users: How end users are able to influence organizational buying

This paper aims to review the latest management developments across the globe and pinpoint practical implications from cutting-edge research and case studies.

This briefing is prepared by an independent writer who adds their own impartial comments and places the articles in context.

End users have traditionally been excluded from decision-making within organizational buying processes. Yet they are the ones who use the products purchased, so their involvement is now being seen as crucial to gaining competitive advantage.

The briefing saves busy executives, strategists and researchers hours of reading time by selecting only the very best, most pertinent information and presenting it in a condensed and easy-to-digest format.