St. Louis Capital Equipment Company found that organizational buyers view reliability as being important in the purchase of a machine tool. In turn, research indicates that a new model recently introduced by the firm is viewed by organizational buyers as being superior to competing brands on the reliability dimension. Thus, reliability would be classified as a _____ attribute.

Question

Quizplus · Accepted Answer

A determinant attribute is one that significantly influences the buyer's decision, and since reliability is viewed as superior and important, it is a determinant attribute.

St Louis Capital Equipment Company Found That Organizational Buyers View