When buyers make decisions which do not appear to maximise value, which of the following can be a plausible explanation?
A) The buyer may have standing decision rules in effect, such as buy the lowest priced offer.
B) The buyer may be determining value differently than is the seller.
C) The sale may be based upon an on- going relationship between buyer and seller.
D) all of the above
E) none of the above

Question

Quizplus · Accepted Answer

All of the above options can be plausible explanations for buyers making decisions that do not appear to maximize value. Standing decision rules can lead buyers to choose options based on factors other than value, while differences in how buyers and sellers determine value can lead to differing perceptions of what maximizes value. On-going relationships can also lead buyers to prioritize factors beyond value, such as loyalty or personal connections with the seller.

When Buyers Make Decisions Which Do Not Appear to Maximise