Major influences on business buyer behavior?

The major influences on BBB are the environmental,organizational,interpersonal and individual influences.

Environmental: economic devt., supply conditions,technological change,political and regulatory devt.,competitive devt. and culture and customs.

Organizational: Objectives,Policies,Procedures,Organizational structure and systems.

Interpersonal: Authority, Status, Empathy, Persuasiveness,

Individual: Age, Income,Education,Job Position,Personality and Risk attitudes.