Steve, the purchasing agent for a carpet manufacturer received a memo indicating that an upcoming financial review would determine which employees were most successful at reducing costs within their departments. The review would also assess which employees would continue working for the company as a result of their cost-cutting efforts. A salesperson trying to sell a new weave-pattern machine to Steve claims that the machine would save costs for the company in the long-run. Steve, however, is faced with the risk of termination made by any false moves. In this case, _____ would influence the organizational buying decision.

Question

Quizplus · Accepted Answer

Fear and uncertainty are strong personal motivational forces on organizational buyers, and reduction of risk is often important to them.

Steve, the Purchasing Agent for a Carpet Manufacturer Received a Memo