As the risk associated with an organizational purchase decision increases:
A) buying center participants will be motivated to invest greater effort throughout the purchase process.
B) product quality becomes more important than price.
C) after-sale service becomes more important than price.
D) all of the above.
E) (a) and (b) only.
Correct Answer:
Verified
Q21: For a salesperson trying to determine the
Q23: The formation of organizational preferences and ultimately
Q28: The composition of the buying center:
A)evolves during
Q31: A significant increase in the price of
Q42: A _ consists of individuals who participate
Q43: Those buying decisions that involve a large
Q48: Within the buying center, an individual who
Q54: A common identifiable element in buying centers
Q56: Individuals actually making the buying decision, whether
Q59: Buying decisions that are somewhat important to
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