The buying center becomes smaller and consisting of lower level experts as perceived risk increases.
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Q5: Because globalization is upsetting traditional patterns of
Q6: The greatest level of uncertainty confronts firms
Q7: For "risky" purchase decisions, the buying center
Q8: The four groups of forces that have
Q9: Members of the buying center are generally
Q11: Technical and engineering personnel tend to be
Q12: A business marketer confronting a new-task buying
Q13: Evaluation criteria are specifications that organizational marketers
Q14: Well-known companies, recognized as credible sources, tend
Q15: The higher the level of perceived risk
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