1. Part 2 Sales environment Chapter 3 Consumer and organisational buyer behaviour

2. Figure 3.2 The evaluation system

3. Figure 3.3 Level of purchase involvement and the buying situation

4. Figure 3.4 Dimensional model of buyer behaviour

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

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

7. Table 3.2 Choice criteria

8. Figure 3.6 Influences on organisational purchasing behaviour

9. Figure 3.7 Reverse marketing