Consumer Behavior

  1. Organizational Buying Behavior
    1. Business vs. Consumer Markets
      1. Market Structure Differences
        1. Derived Demand
          1. Inelastic Demand
            1. Fluctuating Demand
            2. Buyer Characteristics
              1. Professional Purchasing
                1. Multiple Decision Makers
                  1. Formal Procedures
                  2. Decision Process Differences
                    1. Longer Decision Cycles
                      1. Complex Specifications
                        1. Relationship Focus
                      2. Organizational Buying Process
                        1. Problem Recognition
                          1. Internal Problem Recognition
                            1. External Problem Recognition
                            2. General Need Description
                              1. Need Specification
                                1. Budget Allocation
                                2. Product Specification
                                  1. Technical Specifications
                                    1. Performance Standards
                                      1. Quality Requirements
                                      2. Proposal Solicitation
                                        1. Request for Proposal
                                          1. Bid Evaluation Criteria
                                          2. Supplier Selection
                                            1. Vendor Analysis
                                              1. Negotiation Process
                                                1. Contract Terms
                                                2. Order-Routine Specification
                                                  1. Purchase Orders
                                                    1. Delivery Schedules
                                                      1. Payment Terms
                                                      2. Performance Review
                                                        1. Supplier Evaluation
                                                          1. Relationship Assessment
                                                            1. Continuous Improvement
                                                          2. Types of Buying Situations
                                                            1. New Task Buying
                                                              1. High Risk
                                                                1. Multiple Participants
                                                                2. Modified Rebuy
                                                                  1. Limited Search
                                                                    1. Specification Changes
                                                                      1. Supplier Reevaluation
                                                                      2. Straight Rebuy
                                                                        1. Routine Purchasing
                                                                          1. Automatic Reordering
                                                                            1. Supplier Loyalty
                                                                          2. Buying Center Dynamics
                                                                            1. Buying Center Roles
                                                                              1. Users
                                                                                1. Influencers
                                                                                  1. Buyers
                                                                                    1. Deciders
                                                                                      1. Gatekeepers
                                                                                      2. Buying Center Characteristics
                                                                                        1. Size and Composition
                                                                                          1. Communication Patterns
                                                                                            1. Power Distribution
                                                                                            2. Influence Patterns
                                                                                              1. Lateral Influence
                                                                                                1. Vertical Influence
                                                                                                  1. Expert Power
                                                                                                    1. Reward Power

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                                                                                                6. Situational Influences on Consumer Behavior

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                                                                                                8. Consumer Behavior Research Methods