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Permaculture and the buying center ecosystem

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  • Jelinek, Ronald

Abstract

Hailed for its contribution to business-to-business (B2B) selling, buying center research has lost some of its steam in recent years. Unfortunately, this pullback comes at a time when the buying landscape at larger organizations is changing dramatically, the pace of that change is accelerating, and practitioners are struggling to keep up. In addition, today’s buying centers are growing, with as many as 34 members increasingly working remotely and detached from other employees. The result is often confusion, dysfunction, and poor intracenter communication, leaving the sustainability of the buying center ecosystem in question. As such, this article offers practitioners a way forward: the opportunity to think about improving the buying center’s functionality by viewing present challenges through a permaculture lens. By applying principles from ecoscience, I offer practical recommendations for the ways buying center members interact, capture and disseminate information, self-regulate, adjust to change, and more.

Suggested Citation

  • Jelinek, Ronald, 2026. "Permaculture and the buying center ecosystem," Business Horizons, Elsevier, vol. 69(2), pages 253-264.
    • Handle: RePEc:eee:bushor:v:69:y:2026:i:2:p:253-264
    DOI: 10.1016/j.bushor.2025.03.007
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