Marketers need to understand their firms' buying centers.A series of questions can be used to facilitate this process.Which of the following questions would be the LEAST USEFUL when trying to understand the operations of a buying center?
A) "Which individuals are in the buying center for the product or service?"
B) "What is the relative influence of each member of the group?"
C) "What are the buying criteria of each member?"
D) "How does each member of the group perceive our firm, our products and services, and our salespeople?"
E) "What criteria were used to select the members of the buying center?"

Question

Quizplus · Accepted Answer

This question may provide some insight into the composition of the buying center, but it does not provide any information about how the buying center operates or how to effectively engage with them. The other questions are more useful in understanding the dynamics and decision-making processes within the buying center.

Marketers Need to Understand Their Firms' Buying Centers