MAR 4503 Lecture Notes - Lecture 17: Social Capital, Ascribed Status, Social Mobility

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9 Jun 2016
Organizational decision making
Decisions in organizations (B2B) – when people purchase goods on behalf of other companies
for the companies use
Often made by groups or committees
Often involves substantial amounts of money – high responsibility
Often involve personal selling
Buy – class framework
Three dimensions
Level of information that must be gathered
Attention required to be given alternatives
Degree of familiarity
Types of organizational decisions
Straight re-buy: almost no decision making, similar to consumer habitual de ion making
Modified re-buy: limited decision making
New task: highest involvement (this is where ir is most important to understand group
decision making)
Family/household decision making
Traditional households
Extend families
Nuclear families
Contemporary household
Size, composition (POSSLQ)
oThe new extended family
oModern family
Family life cycle
Concept that combines trends in income and family composition with the changes in demand
placed upon this income to segment households
Consumption determined in part by place in the life cycle
Based on factors such as 4 necessary variables
Marital status
Children at home
Children’s ages
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