The involvement of members of the buying center in the b-to-b purchasing process will vary depending on the purchase situation and the makeup of the company.
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Q24: The more an individual has at stake
Q25: Factors determining who will be involved in
Q26: In terms of the buying decision, the
Q27: If company executives or high-ranking personnel are
Q28: For a new-buy situation, all seven steps
Q30: In situations where the specifications of a
Q31: To ensure that a bias towards a
Q32: Reciprocity is the practice of one business
Q33: Evaluation of vendors normally occurs at three
Q34: The initial screening evaluation of vendors during
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