Part 2 Sales environment Chapter 3 Consumer and organisational buyer behaviour

Figure 3.2 The evaluation system

Figure 3.3 Level of purchase involvement and the buying situation

Figure 3.4 Dimensional model of buyer behaviour

Table 3.1 Social class categories Source: Adapted from National Readership Survey, January–December 2007, with permission.

Figure 3.5 The organisational decision-making process (buy phases)

Table 3.2 Choice criteria

Figure 3.6 Influences on organisational purchasing behaviour

Figure 3.7 Reverse marketing