Business Travel

Organisational Policy

Purchasing Process

• Company-wide travel policy

• Day to day purchasing decision Influencers

Decision Makers

Gatekeeper

Buyers

Users

Decision Making Unit

Buyers

• Companies or organisations purchase business travel for employees

• Expenditure on corporate travel 3rd highest expenditure after salaries and data-processing (Amex 1999)

End Users or travellers

• Senior, middle to junior management

• Sales staff – domestic travel

http://www.flickr.com/photos/

edkohler/2487281532/

Gatekeepers and Decision Makers

• Gatekeepers usually in senior roles in the organisation – policy level decisions

• Decision makers – select suppliers or intermediaries

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,