A chain of hardware stores has a consensus buying center culture. Recognizing this forporate culture, someone attempting to sell to these stores should address the concerns of all buying center members but understand there is just one decision maker.

focus exclusively on the head of the buying center.

attempt to get one "friend" on the committee to support his products.

attempt to facilitate the collective agreement of all members of the buying center.

focus on providing information to and making the sales approach to the one decision maker.