The chart is structured as a horizontal pyramid. The top of the pyramid is labeled the "Buyers." The factors are shown as the building blocks of the pyramid. The 4 factors are Environmental, Organizational, Interpersonal, and Individual. The components of each of the factors are given below.
Environmental
The economy
Supply conditions
Technology
Politics/regulation
Competition
Culture and customs
Organizational
Objectives
Strategies
Structure
Systems
Procedures
Interpersonal
Influence
Expertise
Authority
Dynamics
Individual
Age/education
Job position
Motives
Personality
Preferences
Buying style
A note tagged to "Environmental" reads "Like consumer buying decisions in Figure 5.2, business buying decisions are affected by an incredibly complex combination of environmental, ...