Important buying process characteristics in organizational buying behavior include which of the following?
A) Few large transactions are made over the Internet due to concerns of industrial espionage.
B) Negotiations, purchases, and delivery occur in real time at an accelerated rate.
C) There are often reciprocal arrangements and negotiations between buyers and sellers.
D) Most purchases are made through government-licensed negotiators.
E) Direct selling to organizational buyers is rare because it is cost-prohibitive.

Question

Quizplus · Accepted Answer

Reciprocal arrangements and negotiations are common in organizational buying, as businesses often engage in long-term relationships and agreements with suppliers.

Important Buying Process Characteristics in Organizational Buying Behavior Include Which