When would a business-to-business buy be influenced by personal factors,which could ultimately play a larger role in the decision making process?
A)When environmental factors are constant
B)When there is little basis for strictly rational choice
C)When personal factors are supported by organisational goals
D)When sellers are intuitive negotiators
E)When there are few sellers in the marketplace

Question

When would a business-to-business buy be influenced by personal factors,which could ultimately play a larger role in the decision making process? 
A)When environmental factors are constant
B)When there is little basis for strictly rational choice
C)When personal factors are supported by organisational goals
D)When sellers are intuitive negotiators
E)When there are few sellers in the marketplace

Quizplus · Accepted Answer

When there is little basis for strictly rational choice, personal factors such as emotions, relationships or values can play a larger role in the decision-making process, even in business-to-business transactions. Examples of these situations can include purchases that involve high risk, uncertainty or complexity.

When Would a Business-To-Business Buy Be Influenced by Personal Factors,which