This document discusses several topics related to group and situational effects on customer behavior: - Collective decision making in organizational buying involves sharing information and developing organizational memory to make important purchase decisions. - B2B e-commerce allows exchanges of information, products, services, or payments online through catalogs and auctions among suppliers and purchasers. - Defining the modern family looks at extended and nuclear families as well as households containing at least two related individuals in today's culture of divorces and separations.

1. Welcome to
[ ]Costumer Behavior
Topic: Group and Situational Effects on Customer Behavior

2. Collective Decision Making

3. Organizational Buyers Buy From B2B Marketers
Decisions become
very important due
to great
responsibility for
others
Buyer’s perception of
purchase situation is
affected by expectations
of supplier, organizational
climate of own company,
and buyer’s assessment of
own performance
Organization’s
members share
information
and develop
“organizational
memory

4. B2B E-Commerce
Exchanges of
information,
products, services, or
payments
Internet provides online
catalog of products and
services
Roughly half of B2B
e-commerce consists
of auctions, bids, and
exchanges among
numerous
suppliers/purchasers

5. Defining the Modern Family
Extended family and nuclear family.

6. Just what is a
HOUSEHOLD?

7. • Family household contains at least two people related by
blood/marriage
• Divorces and separations are accepted in our culture…marital
breakups are ever-present theme in books, music, and movies
• Adult females are staying home with family/children more
(especially among best-educated/highest achieving women)

8. Collective Decision Making

9. Initiator
The person who brings up the
idea or identifies a need.

10. Gatekeeper
The person who conducts the information search and
controls the flow of information available to the group.

11. User
The person who actually consumes
the product or service.

12. Buyer
The person who actually makes the
purchase. The buyer may or may not
actually use the product.

13. Influencer
The person who tries to sway the outcome of the decision. Some
people may be more motivated than others to get involved, and
participants also possess different amounts of power to get their
point across.