Final answer:
In the organizational buying process, influencers are individuals who help define the specifications for what is needed and thus have an impact on the buying decision.
Step-by-step explanation:
In the context of organizational buying behavior, the purchasing roles that describe people who affect the buying decision by helping define the specifications for what is needed are known as influencers. these individuals have a direct or indirect influence on the purchasing process by contributing technical information or by helping to establish the purchasing criteria.
They might not have the final say in the purchase decision but play a crucial role in shaping the specifications and requirements that will guide the buying process.