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The buying committee stakeholder map
Map authority levels, evaluation criteria, and veto powers across the cross-functional enterprise decision-making unit.
| Stakeholder Persona | Organizational Locus | Primary Evaluation Metric | Dominant Psychological Risk | Structural Veto Power |
|---|---|---|---|---|
| Economic Buyer | C-Suite / Line-of-Business VP | Net ROI, strategic alignment, payback period | Capital misallocation, public project failure | Absolute Financial Veto |
| Operational Champion | Director / Senior Manager | Operational productivity, workflow relief | Political capital loss, team frustration | Soft Veto (Deal Abandonment) |
| Technical Evaluator | Enterprise Architect / IT Director | System compatibility, API schema, scalability | Architectural debt, custom maintenance burden | Absolute Technical Veto |
| Security & Compliance | CISO / Data Privacy Officer | SOC 2 compliance, GDPR, vulnerability risk | Data breach, regulatory fines, liability | Absolute Compliance Veto |
| Legal Counsel | In-House Corporate Legal | Contractual liability, indemnification, SLAs | Litigation exposure, breach of warranty | Absolute Contractual Veto |
| Procurement & Sourcing | Strategic Sourcing Director | Unit price compression, payment terms, TCO | Budget overrun, vendor lock-in | Operational Delay Veto |
| End-User Representatives | Operational Line Staff | User interface ergonomics, daily disruption | Workflow complexity, change fatigue | Adoption Resistance Veto |
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Reference & Evidence
Source: Author's buying center governance framework grounded in organizational buying behavior and channel governance literature from Frazier (1999), Biemans et al. (2022), and Le Meunier-FitzHugh and Piercy (2007).