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Behavioural real estate by Journal of Property Investment & Finance.

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The “initiator” who recognises the problem or need for an item. The “influencer” who exerts personal influence on other family members with regard to a particular purchase situation. The “information gatherer”. The individual or individuals who assemble/s the information related to a possible purchase. The “gatekeeper” who controls the flow of information to other family members. The “decision-maker” who has the authority to make the buying decision. The “purchaser” who acts physically to complete the purchase process.

Weiss, M. (2000), “James A Graaskamp, Richard T. R. and Worzala, E. (Eds), Essays in Honour of James A Graaskamp: Ten Years After, Kluwer, New York, NY. Wyatt, P. ”, paper presented to the RICS Cutting Edge Conference, Cambridge. , Elder, H. and Baryla, E. (1996), “Buying a house and the decision to use a real estate broker”, Journal of Real Estate Finance and Economics, Vol. 13 No. 2, pp. 169-81. htm JPIF 22,4 The influence of family members on housing purchase decisions 320 Department of Property, The University of Auckland, Auckland, New Zealand Deborah S.

1996). Since the family is the crucial decision-making unit, the interaction between family members is likely to be more significant than those of smaller groups, such as friends or colleagues. g. , 1998; Lee and Marshall, 1998). Influence involves actions by family members that make a difference during the decision process (Beatty and Talpade, 1994). Two major types of influence have been identified, first, direct influence which is “based directly on the decision maker’s own needs” (Rossiter, 1978).

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